Senior Market Manager, Luxe

About the Role

As a Senior Market Manager, Luxe, you will drive supply growth for Airbnb Luxe in your assigned geographies — acquiring new listings and cultivating host relationships that define Luxe. You will serve as the on-the-ground market expert, combining deep knowledge of luxury real estate and travel landscape with a consultative, relationship-first approach to acquisition and account management.

You will work with Luxe Guest Services, Content & Quality, and cross-functional teams to ensure every home meets Airbnb Luxe's standards. This role is equally focused on strategic growth and day-to-day excellence - you'll be equally comfortable prospecting net-new hosts, conducting business reviews, and rolling up your sleeves to solve host challenges.

What You'll Do

Supply Acquisition & Pipeline Development

• Lead net-new host and listing acquisition in assigned markets, moving qualified leads through the funnel to meet and exceed quarterly supply goals
• Prospect and identify high-quality homes through external research, networking, and partnerships with luxury real estate professionals, property managers, and operators
• Qualify incoming leads and deliver fully vetted hosts and listings to the onboarding team with clear handoff documentation
• Compellingly articulate Airbnb Luxe's value proposition across all formats — phone, email, in-person — tailored to the luxury audience

Market Development & Launches

• Own new market launches end-to-end, including lead generation, host recruitment, coordination with Home Quality and Guest Services, and post-launch performance monitoring
• Develop a nuanced understanding of your markets: desirable neighborhoods, architectural styles, design aesthetics, pricing trends, seasonality, and the competitive landscape
• Build and maintain localized pitches that resonate with luxury homeowners and real estate professionals in your region

Host Account Management & Optimization

• Manage a portfolio of Luxe hosts, serving as their primary point of contact and trusted advisor
• Conduct regular business reviews and optimization calls to uncover challenges, identify growth opportunities, and provide data-driven recommendations
• Support onboarding of new listings for assigned hosts, ensuring a seamless experience
• Design and deploy strategies to manage and optimize long-tail hosts across your markets
• Improve listing bookability through performance analysis and targeted host education

Cross-Functional Collaboration & Escalations

• Act as the primary liaison between assigned hosts and internal teams (Guest Services, Content & Quality, Product, Policy) for escalated issues and strategic initiatives
• Serve as an effective "air traffic controller" — routing host requests to the right internal resources while maintaining direct host accessibility
• Cascade host feedback to relevant stakeholders to inform product and policy decisions
• Educate hosts on significant product updates, policy changes, and platform best practices

What We're Looking For

Experience

• 6+ years of relevant experience in sales, account management, business development, or strategic partnerships — ideally within luxury travel, hospitality, or real estate
• Demonstrated track record of hitting or exceeding acquisition and/or revenue targets in a fast-paced, metrics-driven environment
• Experience working cross-functionally across teams to influence change and drive results
• Familiarity with CRM tools and the ability to maintain rigorous pipeline hygiene and reporting

Skills & Competencies

• Strong executive presence with the ability to build credibility and influence senior decision-makers both internally and within the luxury industry
• Excellent negotiation skills and the ability to close complex, high-value partnerships
• Sharp market instincts — you can quickly assess a neighborhood, identify a trend, and translate that into actionable strategy
• Exceptional written and verbal communication skills; able to craft compelling pitches and maintain polished host-facing correspondence
• Highly organized with the ability to manage multiple priorities, projects, and stakeholder relationships simultaneously
• Comfortable operating with ambiguity and adapting quickly in an ever-evolving environment
• Japanese and English proficiency required

Mindset

• Deep alignment with Airbnb's mission and a passion for the luxury travel and homes space
• A consultative, relationship-first approach — you build trust before you close deals
• Proactive, solutions-oriented, and self-directed; you don't wait for problems to escalate
• Collaborative by nature — you understand that success in this role is a team sport

Location

This role requires proximity to the Japan Market, with the ability to travel up to 50% of the year into markets across Japan and for team offsites.