Market Manager, DACH (Hotels)

The Community You Will Join

The Airbnb Hotels organization operates with a start-up spirit inside a much larger company. You get the speed, ownership and entrepreneurial energy of a small team, backed by Airbnb's global brand, reach and resources. We're growing fast, and the people who join have an outsized impact on where we go next. For hotels, we are a source of incremental bookings and new demand, helping them grow their business and reach guests they wouldn't find on their own. For guests, we open up a wider world of places to stay and discover. We're building this at scale, and we're looking for people who want to build it with us.

The Difference You Will Make

As a Market Manager, your role will entail ensuring the health and expansion of our supply in the DACH region (Germany, Austria and Switzerland) and parts of Central Eastern Europe. This will involve managing Hotels, optimizing their set-up via discounts, availability and other levers. Your focus will be to enhance Airbnb's market presence in the region through collaboration with other teams, leveraging your expertise on the local market. With a deep understanding of Airbnb's mission and values, you will oversee all aspects of the hotel's success on Airbnb. This includes developing tiering and account management strategies and managing relationships with strategic partners, as well as internal stakeholders and your immediate colleagues in your local region. You will also be tasked with developing and refining scalable, localized supply management strategies for both established, competitive markets (such as Berlin, Munich, Vienna, Hamburg) and emerging, untapped markets across your managed regions, aiming to secure our long-term success.

A Typical Day

• Build, manage and expand partner relationships within your territory, aiming to surpass quarterly sales targets with Hotels.
• Conduct regular optimization calls and business reviews with partners to develop strong, enduring partnerships providing exceptional, timely service to hosts, including in-person support as needed.
• Implement strategies to effectively manage and optimize your portfolio of hotels in DACH, from independents and family-run properties to groups and chains.
• Educate clients on all significant product updates and cascade feedback on product and public policy to the relevant internal stakeholders.
• Leverage data to identify and pursue strategic growth opportunities, demonstrating an ability to navigate operational complexities and efficiently allocate resources.
• Use an entrepreneurial approach to develop and implement unique engagement projects, fostering innovation within your territory.
• Work cross-functionally with teams such as product, communications, public policy, legal, tax and customer support to ensure Airbnb's long-term market success, including navigating differing local regulatory and tax requirements across Germany, Austria and Switzerland.
• Acquire comprehensive knowledge of DACH market trends to inform both internal and external stakeholders.
• Understand the technical aspects of software partnerships (including property management systems and channel managers) to offer comprehensive support, ensuring a seamless experience for hosts and guests.

Your Expertise

• 5+ years of experience in new sales, account management, and partner support, showcasing a deep understanding and capability in fostering business relationships.
• 2+ years of tech/travel industry experience is a plus, highlighting the value of sector-specific knowledge.
• Fluent German and English are required; additional European languages are a plus.
• Proven track record of being able to effectively work a book of business, demonstrating expertise in nurturing and converting potential opportunities.
• Proficient quantitative skills and proven ability to interpret and apply data throughout your day-to-day work, emphasizing the importance of data-driven decision-making.
• The ability to work at both strategic and tactical levels, with a proven track record to execute in ambiguous environments, highlighting adaptability and strategic foresight.
• Proven experience working cross-functionally, ensuring the ability to collaborate effectively with various teams to drive collective success.
• Excellent communication and presentation skills and the ability to communicate effectively with clients via phone, email, and in-person, underscoring the importance of strong interpersonal skills.
• Charismatic self-starter who is resourceful and self-sufficient, paired with strong time management and prioritization skills, showcasing the initiative and organizational capabilities required for the role.
• Highly proficient in using CRM software, specifically in working with leads, opportunities, and other core objects. Salesforce experience is a plus, indicating the technical tools proficiency needed for effective relationship management.
• Based in Berlin, and must be willing to regularly travel to your assigned territory across Germany, Austria and Switzerland. Typical expectation would be once every 4 to 6 weeks.
• Passion for Airbnb, travel, and the sharing economy. Being an Airbnb host is a plus, culminating the profile with a personal alignment and enthusiasm for the company's mission and sector.