Senior Account Executive, 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-centered ethos that define Airbnb. This team’s mission is to deliver the smoothest, most intuitive hotel booking experience for guests, while helping independent, boutique hotels 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:

As a Senior Account Executive, you will be responsible for converting leads into net‑new supply to support new-market launches and at pace to hit quarterly goals for the Airbnb Hotels team in Japan. Working the full sales funnel, you will proactively turn cold leads into warm sales opportunities helping to build the Hotels category’s market presence in the process through collaboration with other teams. This includes partnering, strategizing, and running daily operations directly with independent, boutique hotels , and ensuring that Airbnb sources the best hotel inventory available to our guests.

A Typical Day:

• Meet and exceed KPIs by owning the performance and success of Japan
• Prospect new potential hotels through external research, networking, and use of Airbnb tools
• Securing new hotels involves targeted sales strategies and negotiating and closing the deals
• Develops acquisition strategies and scalable, localised supply strategies for established and emerging cities in Japan
• Expertly position and communicate Airbnb’s value proposition to new partners via phone, email, and in-person
• Add net new hotels by qualifying and moving leads through the funnel as quickly as possible, achieving defined quarterly goals
• Find supply in and launch new markets: Own market launches including supporting lead generation and coordinating cross functionally
• Support hotel onboarding as needed from won sales opportunities
• Effectively promote and build strong relationships with hotels by demonstrating comprehensive knowledge of our platforms and confidently pitching their value

Your Expertise:

• 10+ years of professional experience, preferably in a fast growing startup tech or hospitality company working in sales and/or account management
• Previous hospitality experience is a plus
• Proficiency in both English and Japanese is required for this role.
• CRM required; proficiency in Salesforce, Gong and other scalable AI Sales prospecting tools is a plus.
• The ability to get things done with constantly changing priorities, projects and deadlines
• Excellent communication, organizational, and analytical skills, detail-oriented but moves fast
• Ability to establish strong relationships with and influence partners
• Capacity to balance day-to-day responsibilities with longer-term strategic execution
• You’re a quick learner and you’re fearless about doing whatever it takes to get the job done, even if it means making mistakes along the way
• Able to travel up to 30% of the time
• Passion for Airbnb and travel

This role is compensated on an On-Target Earnings (OTE) basis, combining base salary with a variable incentive tied to sales performance.