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Salary: EUR 96,000 - 120,000 / annual
Airbnb Hotels is seeking a Manager, Key Accounts to build and lead a brand new, globally distributed team of Enterprise Account Managers. This is a foundational leadership role in one of Airbnb's most exciting growth initiatives, launched this year.
You will own end-to-end partner management at hotel headquarter and regional office levels, driving mutual account plans that create supply and strategic relationship value. Your responsibilities include developing the global Key Accounts strategy aligned with the Enterprise Team playbook, consistently exceeding quarterly business KPIs, establishing world-class account management practices and operational excellence, and serving as the voice of Key Accounts within Hotels leadership.
Day-to-day, you will lead a distributed team of Enterprise Account Managers, supporting them on partner management and new business development for supply acquisition. You'll take partners from first conversation through negotiation, signed deal, and onboarding. You'll develop and execute the Key Accounts playbook in collaboration with Hotel functional teams across regions, manage relationships with multinational hotel groups as an escalation option, and build the operational rhythm for the team by establishing and tracking KPIs, analyzing growth metrics, and identifying trends and opportunities.
You'll work closely with Product, Technical Support, Connectivity, RevOps, and Hotels Cross-Functional Leadership to drive feature adoption and business performance. You'll 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.
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
