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Salary: GBP 94,000 - 118,000 / 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 headquarter 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 own the team's quarterly revenue, supply acquisition, and OKR targets. You take partners from first conversation through negotiation, signed deal, and onboarding. You develop and execute the Key Accounts playbook working closely with Hotel functional teams across regions, manage relationships with multinational hotel groups, and build the operational rhythm for the team by establishing and tracking KPIs and analyzing growth metrics. You support the Hotels field team through well-designed action plans and work closely with Product, Technical Support, Connectivity, RevOps, and Hotels Cross-Functional Leadership to drive feature adoption and business performance. You represent Airbnb at industry and partner events, organize internal partner events, and hold regular team meetings, 1:1s, performance reviews, 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 by leading a brand new team in a business that only launched this year, shaping the Key Accounts playbook from day one, and owning relationships, targets, and strategy for a global segment.
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 launching 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 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 within regional Airbnb leadership and 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 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 CRM tools (Salesforce), project management tools (Asana, Airtable), and business intelligence tools (Tableau, Looker, Claude)
- French or another major European language
