Manager, Key Accounts - Hotels

Airbnb connects guests with unique stays and experiences offered by hosts around the world. Its Hotels team is expanding into the hotel sector, offering hotel booking experiences and helping hotel partners drive incremental bookings.

• Build and lead a globally distributed team of Enterprise Account Managers
• Manage hotel partners at headquarters and regional office levels
• Develop mutual account plans that drive supply and strategic relationship value
• Define the global Key Accounts strategy in line with the Enterprise Team playbook
• Exceed quarterly business KPIs
• Establish account management practices, operational excellence, and partner satisfaction
• Represent Key Accounts within Hotels leadership
• Mentor and motivate a collaborative, growth-oriented team
• Support the team in partner management and supply acquisition business development
• Own quarterly revenue, supply acquisition, and OKR targets, ensuring they are met and exceeded
• Guide partners from initial conversations through negotiation, signed deals, and onboarding
• Develop and execute the Key Accounts playbook with Hotel functional teams across regions
• Grow relationships with multinational hotel groups and act as an escalation point
• Establish and track KPIs, analyze growth and key metrics, identify trends and business opportunities, and resolve business challenges
• Support the Hotels field team with field-level action plans
• Work with Product, Technical Support, Connectivity, RevOps, and Hotels Cross-Functional Leadership to drive feature adoption and business performance
• Represent Airbnb at industry and partner events and organize internal partner events
• Hold team meetings, 1:1s, and performance and development reviews
• Organize team business gatherings, quarterly kick-offs, and team-building events

• 12+ Years of professional experience, including at least 8+ years in sales or account management roles in travel, hospitality, or e-commerce
• 6+ Years of experience managing and leading high-performing teams, with a track record of meeting and exceeding goals
• Experience leading a globally distributed team and improving supply acquisition and revenue goals, ideally across international markets
• Established relationships with, or deep knowledge of, major hotel groups globally
• Entrepreneurial experience launching companies, teams, or significant initiatives where resources, processes, and capabilities had to be created
• Proven experience preparing and executing complex negotiations with high-value partner organizations
• Ability to coach and mentor account managers
• Ability to develop and communicate strategy and secure support to execute quarterly goals
• Strong analytical skills to identify opportunities, operationalize execution with regional teams, and drive business results
• Ability to influence senior executives and work across matrixed, cross-functional, and cross-regional teams
• Strong stakeholder management across Marketing, Legal, FP&A, Payments, Product, regional field teams, and Enterprise and Connectivity teams
• Fluent English
• Willingness to travel globally up to 60% of the time to meet team members and engage with partners and customers at industry events
• Будет плюсом: hospitality technology experience, including familiarity with OTAs and hotel distribution; experience developing and driving channel sales and marketing initiatives with global partners; proficiency with CRM tools such as Salesforce, project management tools such as Asana and Airtable, and business intelligence tools such as Tableau, Looker, and Claude; French or another major European language

• Eligible for bonus, equity, benefits, and Employee Travel Credits
• United Kingdom annual pay range: £94,000-£118,000 GBP
• Global travel up to 60% of the time as needed