Manager, Key Accounts - Hotels

The role

You will build and lead a globally distributed team of Enterprise Account Managers. You will manage end-to-end partner relationships with high-value hotel groups to drive supply and strategic value.

What you will do

• Lead a distributed team of Enterprise Account Managers
• Own quarterly revenue, supply acquisition and OKR targets
• Take partners from first conversation through negotiation and onboarding
• Develop and execute the Key Accounts playbook
• Manage and grow relationships with multi-national hotel groups
• Build the operational rhythm for the team including KPI tracking
• Support the Hotels field team through field-level action plans
• Work with cross-functional teams to drive feature adoption
• Represent Airbnb at industry and partner events
• Hold regular team meetings, 1:1s, and performance reviews

Required qualifications

• 12+ years of professional experience
• 8+ years in sales or account management roles in travel, hospitality or e-commerce
• 6+ years of experience managing and leading high-performing teams
• Experience leading a globally distributed team
• Established relationships with, or deep knowledge of, major hotel groups
• Entrepreneurial mindset from launching companies, teams or significant initiatives
• Proven track record of executing complex negotiations with high-value partner organisations
• Ability to develop and communicate strategy to secure buy-in
• Strong analytical skills
• Ability to influence senior executives
• Ability to work within a matrix and influence cross-functional teams
• Fluency in English

Nice to have

• Experience in the hospitality technology space, including familiarity with OTAs and hotel distribution
• 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

Benefits

• Bonus
• Equity
• Benefits
• Employee Travel Credits

About the company

Airbnb was born in 2007 and has grown to over 5 million hosts who have welcomed over 2 billion guest arrivals. The Airbnb Hotels team is a fast-growing group leading expansion into the hotel sector.