Senior Sales Operations Lead

The Community You Will Join:

Hotels represent one of Airbnb's most exciting growth frontiers, bringing professional hospitality partners onto the platform and making it possible for guests to choose Airbnb for every kind of trip. By ensuring a robust and exceptional hotel supply, the Revenue Operations team plays a critical role in shaping Airbnb's future and delivering on its mission to create a world where anyone can belong anywhere.

The Revenue Operations team partners across the company to build world-class Sales, Onboarding, and Account Management capabilities. We support partners across the full journey – from identifying and acquiring the right supply in the right markets, to seamless onboarding and integration, to the tools, programs, and insights that help partners grow and succeed on our platform. We own critical growth levers that ladder directly into business goals, and we build the central infrastructure that powers in-market execution for field teams worldwide.

The Difference You Will Make:

Optimized hotel supply is one of the most important drivers of Hotels performance at Airbnb, and this role sits at the center of that effort. As Senior Sales Operations Lead, Hotels Optimization, you will own the global operations strategy for the supply optimization program, partnering with Account Management, Product, Marketing, and Analytics to help hotels price competitively, adopt discounts and programs, and use every available lever to grow.

You will be the global subject matter expert on hotel optimization levers. You will translate data into decisions and make sure Account Management teams have the insights, targets, tools, and playbooks to drive results in their markets. You will report to the Director of Enterprise Operations, Hotels.

A Typical Day:

Sales Operations & Revenue Strategy

• Global Optimization Strategy: Define and execute the operating strategy for the supply optimization program, aligning regional priorities with global goals and driving a consistent, high-performing approach across markets.
• Lever Ownership: Own the optimization lever framework, including pricing competitiveness, discount adoption, and other hotel-facing levers. Advise leadership and regional teams on which levers to activate for specific markets, segments, and hotel types.
• Account Management Operations: Be the operational partner to Account Management teams. Build the segmentation, prioritization, reporting, and playbooks that help account managers focus on the right hotels and the right actions.
• Program Performance & Adoption: Track program health end to end, from hotel eligibility through adoption and realized impact. Identify drop-off points and drive cross-functional fixes that improve adoption, retention, and results.
• Goal Setting, Forecasting & Capacity: Translate business targets into regional and account-level goals for optimization. Lead forecasting and capacity planning so Account Management and vendor partners are resourced and on track.
• Incentives & Performance Management: Partner with Finance and leadership to design and evaluate incentive and performance programs for account management teams, ensuring they reward the right behaviors across regions.
• Analysis, Modeling & Insights: Build your own models and frameworks to size opportunities, measure lever impact, run scenarios, and test hypotheses. Go beyond existing reporting to produce original analysis, and turn it into clear recommendations that shape leadership decisions and resource allocation.
• Cross-Functional Collaboration: Serve as the primary global point of contact for hotel optimization operations, ensuring alignment, data integrity, and clear communication across sales, account management, product, marketing, analytics, and finance.

Your Expertise:

• 12+ years in revenue operations, sales operations, account management operations, or a related field, ideally in a high-growth, global environment. Hospitality, OTA, or marketplace experience preferred.
• Proven ability to run and improve a complex, multi-stage program with measurable impact on adoption, revenue, or supply quality.
• Working knowledge of hotel pricing and revenue management concepts (rate strategy, rate plans, promotions, parity, distribution channel performance) and how they connect to marketplace outcomes.
• Strong strategic and analytical skills, with the ability to turn complex performance data into clear insights that drive decisions.
• Experience with goal setting, forecasting, capacity planning, and incentive or performance programs.
• Excellent cross-functional collaboration skills across account management, product, marketing, tech, analytics, and finance.
• Strong written and verbal communication, including the ability to present to and influence senior leadership.
• Strong modeling skills: comfortable building analyses from scratch. Proficiency in Excel and SQL required; BI tools (Tableau, Looker) a plus.
• Proficiency in CRM and performance management systems (e.g., Salesforce).
• Experience working in or with global, matrixed organizations and navigating regional differences in go-to-market approaches.
• Ability to operate at both the strategic and executional level — you can set the vision and get into the details to make it happen.

Your Location:

This position is US - Remote Eligible. The role may include occasional work at an Airbnb office or attendance at offsites, as agreed to with your manager. While the position is Remote Eligible, you must live in a state where Airbnb, Inc. has a registered entity. Click here for the up-to-date list of excluded states. This list is continuously evolving, so please check back with us if the state you live in is on the exclusion list If your position is employed by another Airbnb entity, your recruiter will inform you what states you are eligible to work from.