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Salary: USD 204,000 - 249,000 / annual
Airbnb is seeking a Senior Sales Operations Lead to own the global operations strategy for the hotel supply optimization program. This role sits at the center of Airbnb's Hotels growth initiative, partnering with Account Management, Product, Marketing, and Analytics teams to help hotels price competitively, adopt discounts and programs, and maximize growth on the platform.
You will serve as the global subject matter expert on hotel optimization levers, translating data into actionable decisions and ensuring Account Management teams have the insights, targets, tools, and playbooks needed to drive results in their markets. You will report to the Director of Enterprise Operations, Hotels.
Key responsibilities include:
- Define and execute the operating strategy for the supply optimization program, aligning regional priorities with global goals and driving consistent, high-performing approaches across markets.
- Own the optimization lever framework, including pricing competitiveness, discount adoption, and other hotel-facing levers. Advise leadership and regional teams on which levers to activate for specific markets, segments, and hotel types.
- Serve as the operational partner to Account Management teams, building segmentation, prioritization, reporting, and playbooks that help account managers focus on the right hotels and actions.
- Track program health end-to-end, from hotel eligibility through adoption and realized impact. Identify drop-off points and drive cross-functional fixes.
- Translate business targets into regional and account-level goals for optimization. Lead forecasting and capacity planning to ensure Account Management and vendor partners are resourced and on track.
- Partner with Finance and leadership to design and evaluate incentive and performance programs for account management teams.
- Build original models and frameworks to size opportunities, measure lever impact, run scenarios, and test hypotheses. Produce analysis that shapes leadership decisions and resource allocation.
- Serve as the primary global point of contact for hotel optimization operations, ensuring alignment, data integrity, and clear communication across sales, account management, product, marketing, analytics, and finance.
Requirements:
- 12+ years in revenue operations, sales operations, account management operations, or related field, ideally in a high-growth, global environment. Hospitality, OTA, or marketplace experience preferred.
- Proven ability to run and improve a complex, multi-stage program with measurable impact on adoption, revenue, or supply quality.
- Working knowledge of hotel pricing and revenue management concepts (rate strategy, rate plans, promotions, parity, distribution channel performance) and how they connect to marketplace outcomes.
- Strong strategic and analytical skills, with the ability to turn complex performance data into clear insights that drive decisions.
- Experience with goal setting, forecasting, capacity planning, and incentive or performance programs.
- Excellent cross-functional collaboration skills across account management, product, marketing, tech, analytics, and finance.
- Strong written and verbal communication, including the ability to present to and influence senior leadership.
- Strong modeling skills: comfortable building analyses from scratch. Proficiency in Excel and SQL required; BI tools (Tableau, Looker) a plus.
- Proficiency in CRM and performance management systems (e.g., Salesforce).
- Experience working in or with global, matrixed organizations and navigating regional differences in go-to-market approaches.
- Ability to operate at both the strategic and executional level.
