Manager, Key Accounts - Hotels

We are seeking a Manager, Key Accounts - Hotels to join the Airbnb Hotels team, a fast-growing group leading Airbnb's expansion into the hotel sector.

The successful candidate will build and lead a brand new, globally distributed team of Enterprise Account Managers, focusing on winning and onboarding high-value, above-property hotel groups with hundreds of hotels across multiple continents.

Key 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, ensuring they are met and exceeded.
• Develop and execute the Key Accounts playbook, working closely with Hotel functional teams across regions.
• Manage and grow relationships with multi-national hotel groups.
• Build the operational rhythm for the team, establishing and tracking KPIs, analysing growth, and identifying trends.

Requirements:

• 12+ years of professional experience, with 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.
• Experience leading a globally distributed team and driving solutions to improve supply acquisition and revenue goals.
• Established relationships with, or deep knowledge of, major hotel groups across the global hospitality landscape.
• Entrepreneurial mindset with a proven track record of preparing and executing complex negotiations with high-value partner organisations.

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.

What We Offer:

• A unique opportunity to shape Airbnb's growth in the hotel market.
• The chance to lead a brand new team in a business that only launched this year.
• A collaborative, growth-oriented team environment.
• A base pay range of €104,000 - €130,000 EUR per year.

Our Commitment To Inclusion & Belonging: Airbnb is committed to working with the broadest talent pool possible, fostering innovation and engagement through diverse ideas.