Senior Key Accounts Manager

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 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 Key Account Manager on the Hotels Enterprise team, you will own the commercial relationship with a portfolio of global and multinational hotel groups in your region. Your goal is to turn introductions into signed agreements then into live, healthy, growing inventory by increasing participation, bookings and revenue across Airbnb and HotelTonight. You will lead the account planning cycle with each partner, negotiate and renew commercial terms, and be the single point of contact between their executives and many Airbnb teams including Connectivity, Product, Legal and Market Management teams.

A Typical Day:

• Be accountable for the end-to-end lifecycle from prospecting, to acquisition, contracting, rollout and performance management of Key Account partnerships
• Execute a global win-win strategy for your portfolio that drives value to all parties and position Airbnb as a top strategic partner across all distribution channels.
• Through the creation of mutual account plans with your partners you will design clear actions which deliver on the Objectives and KPIs of Airbnb and our Key Account Partners
• Negotiate agreements with partners to unlock new opportunities for both parties & promote long term mutual success
• Leverage data to make decisions and design projects to best expand and enhance availability and revenue through existing partnerships.
• Monitor & analyze over/underperformance, market trends, growth opportunities or anomalies and regularly communicate performance to Executives leveraging available production data and global market insight.
• Work with partners to ensure that the partnership is held to the highest industry standards and that commercial agreements as well as operational SLAs are met.
• Develop close working relationships with key internal teams and individuals to ensure that they provide appropriate levels of support to these key partnerships and key enhancements are made to unlock revenue for the business.
• Conduct regular business reviews, formal presentations for internal and external purposes.
• Work cross-functionally to execute changes at scale while collaborating with Market Management as a subject matter expert in Key Accounts accounts to drive local property performance.
• Proactively contribute to the development and standardization of Enterprise team processes, playbooks, and best practices across the global function

Your Expertise:

• 8+ years of Travel IndustryAccount Management experience; including 5 years in a Key Account Manager role with at least 2 years being responsible for a global partner base.
• Proven track record of executing on strategic priorities
• Experience in analyzing, structuring and negotiating complex deals that align across multiple business unit needs
• Strong negotiation skills with a proven ability to structure and close high-value, complex deals that establish long-term, strategic partnerships.
• Comfortable performing data analysis and making decisions based on the results
• Ability to balance time spent between strategic initiatives and operations while diving into the details when necessary.
• Experience developing and selling complex business solutions at the C-Suite level
• Strong executive presence and the ability to effectively influence top leaders internally and within the industry
• Have a passion for redefining travel, Airbnb, and being the best!
• Proactive self-starter able to prioritize and manage work autonomously
• Excellent verbal/written communication and presentation skills
• Ability to travel at least 50% of the time.