Manager, Key Accounts - Hotels

The Community You Will Join

The Airbnb Hotels team is a fun, fast-growing group leading Airbnb’s expansion into the hotel sector. Operating with an entrepreneurial spirit, this team combines the simplicity, product excellence and guest-centred ethos that define Airbnb. Our mission is to deliver the smoothest, most intuitive hotel booking experience for guests, while helping hotel partners easily drive incremental bookings so they can focus on delivering the best hospitality. The ultimate aim is to help more people discover high-quality hotels, creating value for guests and our hotel partners.

The Difference You Will Make

Build a global team. Open doors no one at Airbnb has opened yet.

Airbnb Hotels is one of the most exciting growth stories in travel, and we’re only getting started. As Manager, Key Accounts, you will build and lead a brand new, globally distributed team of Enterprise Account Managers. Together you will win and onboard high-value, above-property hotel groups with hundreds of hotels across multiple continents.

We’re looking for someone who brings:

• Proven leadership of a key, strategic or enterprise accounts team, ideally globally distributed
• A network and reputation in travel and hospitality, ideally hotels
• Real negotiation experience with high-value partners
• A builder’s mindset, with a track record of creating teams, playbooks and processes where none existed
• Strong cross-functional influence across a matrix organisation

What you’ll own:

• End-to-end partner management at hotel headquarter and regional office level
• Mutual account plans that drive supply and strategic relationship value
• The global Key Accounts strategy, in line with the Enterprise Team playbook
• A clear mandate to consistently exceed quarterly business KPIs
• World-class account management practices, operational excellence and partner satisfaction
• The voice of Key Accounts within Hotels leadership
• A collaborative, growth-oriented team that you mentor and motivate

This position reports to the Global Head, Hotel Enterprise and Connectivity Partnerships, and offers a unique opportunity to shape Airbnb’s growth in the hotel market.

Why this role:

• Lead a brand new team in a business that only launched this year
• Shape the Key Accounts playbook from day one
• Own the relationships, the targets and the strategy for a global segment
• Work with a leadership team that is moving fast and backing this business

A Typical Day

• 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

Your Expertise

Must-haves

• 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 (strongly preferred)
• 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