# Manager, Key Accounts - Hotels

**Company**: Airbnb
**Location**: Paris
**Experience**: senior
**Job type**: full-time
**Salary**: €96.000-€120.000 EUR
**Category**: Sales
**Industry**: Hospitality
**Wikidata**: https://www.wikidata.org/wiki/Q63327

**Apply**: https://job-boards.greenhouse.io/airbnb/jobs/8303963?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_1620a90a-3f3

## Description

The Airbnb Hotels team is a fast-growing group leading Airbnb's expansion into the hotel sector. As Manager, Key Accounts, you will build and lead a brand new, globally distributed team of Enterprise Account Managers. You will win and onboard high-value, above-property hotel groups with hundreds of hotels across multiple continents.

Responsibilities:

- Lead a distributed team of Enterprise Account Managers, supporting them on partner management and new business development for supply acquisition

- Own the team's quarterly revenue, supply acquisition and OKR targets, and ensure they are met and exceeded

- Take partners from first conversation through negotiation, signed deal and onboarding

- Develop and execute the Key Accounts playbook in line with global strategy, working closely with Hotel functional teams across regions

- Manage and grow relationships with multi-national hotel groups, acting as an escalation option for your team where needed

- Build the operational rhythm for the team: establish and track KPIs, analyse growth and key metrics to identify trends, surface new business opportunities, and resolve business challenges with urgency

- Support the Hotels field team in achieving their goals through well-designed field-level action plans

- Work closely with Product, Technical Support, Connectivity, RevOps and Hotels Cross-Functional Leadership to drive feature adoption and business performance

- Represent Airbnb at industry and partner events, and organise internal partner events

- Hold regular team meetings, 1:1s, and performance and development reviews

- Organise team business gatherings, quarterly kick-offs and team-building events

Requirements:

- 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 having launched companies, teams or significant initiatives where resources, processes and capabilities had to be created, not handed to you or followed

- Proven track record of preparing and executing complex negotiations with high-value partner organisations

- 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 and support to execute against quarterly goals

- Strong analytical skills to identify opportunities, operationalise execution with regional teams, and drive business results

- Ability to influence senior executives, both within regional Airbnb leadership and within 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 as needed 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

- Experience developing and driving channel sales and marketing initiatives with global partners

- Proficiency with tools such as CRM tools (Salesforce), project management tools (Asana, Airtable), and business intelligence tools (Tableau, Looker, Claude)

- French or another major European language

## Skills

### Required
- sales
- account management
- leadership
- team management
- negotiation
- strategy development
- analytical skills
- influencing
- stakeholder management

### Nice to have
- hospitality technology
- OTA
- hotel distribution
- channel sales
- marketing initiatives
- CRM tools
- project management tools
- business intelligence tools
- French

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/airbnb/jobs/8303963?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)