Manager, Key Accounts - Hotels
Core
Build and lead a brand new, globally distributed team of Enterprise Account Managers to win and onboard high-value hotel groups, driving supply acquisition and strategic relationships for Airbnb's hotel sector.
Role type
Manager, Key Accounts (Enterprise Sales)
Builds
Global Key Accounts strategy, playbooks, and operational processes for hotel partnerships
Domain
Travel & Hospitality (Hotel Distribution)
Required skills
Enterprise account management, global team leadership, complex negotiation, strategy development, cross-functional influence, data analysis, stakeholder management, travel/hospitality domain expertise
Preferred skills
Hospitality technology experience (OTAs, distribution), channel sales/marketing, CRM/BI tools proficiency, European languages
Technologies
Salesforce, Asana, Airtable, Tableau, Looker, Claude
Responsibilities
Lead distributed team of Enterprise Account Managers; own quarterly revenue and supply acquisition targets; manage relationships with multi-national hotel groups; develop and execute Key Accounts playbook; build operational rhythm and track KPIs; represent Airbnb at industry events; mentor and motivate team members
Seniority
Manager, hands-on IC with team leadership