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Salary: EUR 102,000 - 128,000 / annual
Airbnb Hotels is a rapidly growing business expanding into the hotel sector. As Manager, Key Accounts, you will build and lead a brand new, globally distributed team of Enterprise Account Managers focused on winning and onboarding high-value hotel groups with hundreds of properties across multiple continents.
You will own end-to-end partner management at hotel headquarters and regional office levels, developing mutual account plans that drive supply and strategic relationship value. Your responsibilities include executing the global Key Accounts strategy in line with the Enterprise Team playbook, consistently exceeding quarterly business KPIs, and establishing world-class account management practices and operational excellence. You will be the voice of Key Accounts within Hotels leadership and mentor a collaborative, growth-oriented team.
In a typical day, you will lead your distributed team of Enterprise Account Managers, supporting them on partner management and new business development for supply acquisition. You will own the team's quarterly revenue, supply acquisition, and OKR targets. You will take partners from first conversation through negotiation, signed deal, and onboarding. You will develop and execute the Key Accounts playbook in line with global strategy, working closely with Hotel functional teams across regions. You will manage and grow relationships with multinational hotel groups, acting as an escalation option for your team. You will build the operational rhythm for the team by establishing and tracking KPIs, analyzing growth and key metrics to identify trends, surfacing new business opportunities, and resolving business challenges with urgency. You will support the Hotels field team in achieving their goals through well-designed field-level action plans and work closely with Product, Technical Support, Connectivity, RevOps, and Hotels Cross-Functional Leadership to drive feature adoption and business performance. You will represent Airbnb at industry and partner events, organize internal partner events, hold regular team meetings and 1:1s, and organize team business gatherings, quarterly kick-offs, and team-building events.
This position reports to the Global Head, Hotel Enterprise and Connectivity Partnerships and offers a unique opportunity to shape Airbnb's growth in the hotel market. You will lead a brand new team in a business that only launched this year, shape the Key Accounts playbook from day one, own the relationships, targets, and strategy for a global segment, and work with a leadership team that is moving fast and backing this business.
REQUIREMENTS:
Must-haves:
- 12+ years of professional experience and at least 8+ years in sales or account management roles in travel, hospitality, or e-commerce
- 6+ years of experience managing and leading high-performing teams, with a proven track record of meeting and exceeding goals
- Experience leading a globally distributed team and driving solutions to improve supply acquisition and revenue goals, ideally across international markets
- Established relationships with, or deep knowledge of, major hotel groups across the global hospitality landscape
- Entrepreneurial mindset developed from experience having launched companies, teams, or significant initiatives where resources, processes, and capabilities had to be created
- Proven track record of preparing and executing complex negotiations with high-value partner organizations
- Highly motivated team builder with the ability to coach and mentor account managers
- Ability to develop a strategy, communicate it clearly, and secure buy-in and support to execute against quarterly goals
- Strong analytical skills to identify opportunities, operationalize execution with regional teams, and drive business results
- Ability to influence senior executives, both within regional Airbnb leadership and within partner leadership teams
- Ability to work within a matrix, solve problems, and influence cross-functional and cross-regional teams, with strong stakeholder management across Marketing, Legal, FP&A, Payments, Product, regional field teams, and Enterprise and Connectivity teams
- Fluency in English required
- Willingness to travel globally up to 60% of the time as needed to meet team members and engage with partners and customers at industry events
Nice-to-haves:
- Experience in the hospitality technology space, including familiarity with OTAs and hotel distribution (strongly preferred)
- Experience developing and driving channel sales and marketing initiatives with global partners
- Proficiency with tools such as CRM tools (Salesforce), project management tools (Asana, Airtable), and business intelligence tools (Tableau, Looker, Claude)
- French or another major European language
