Manager, Key Accounts – Hotels

Overview

As Manager, Key Accounts, you will build and lead a globally distributed Enterprise Account Management team to onboard high-value hotel groups. You will own end-to-end partner management, revenue and supply goals, and the development of the Key Accounts playbook aligned with Airbnb’s hotel strategy. You’ll lead cross-functional collaboration to drive performance, partner satisfaction, and growth in the hotel segment. This is a leadership role with a strong impact on Airbnb’s growth in hotels.

Pay / Benefits

• bonus
• equity
• benefits
• Employee Travel Credits
• travel opportunities
• career growth

Responsibilities

• Lead a distributed team of Enterprise Account Managers and mentor performance and development
• Own quarterly revenue, supply acquisition and OKR targets for the team
• Manage relationships with multi-national hotel groups and negotiate terms
• Develop and execute the Key Accounts playbook in line with global strategy
• Oversee partner management at headquarters and regional offices
• Track KPIs, analyze growth trends, and surface new opportunities
• Coordinate with Product, Support, Connectivity, RevOps, and cross-functional Hotels teams
• Represent Airbnb at industry events and internal partner events
• Set field-level action plans to help Hotels teams achieve goals
• Provide escalation support and act as voice of Key Accounts within Hotels leadership

Key requirements

• 12+ years of professional experience in sales or account management in travel, hospitality, or e-commerce
• 8+ years leading high-performing teams
• Experience managing globally distributed teams and international markets
• Established relationships or deep knowledge of major hotel groups
• Entrepreneurial mindset with experience launching initiatives
• Proven track record in complex negotiations with high-value partners
• Strong ability to coach and mentor account managers
• Strategic planning skills and ability to secure buy-in for quarterly goals
• Strong analytical skills to drive opportunities and results
• Fluency in English; willingness to travel up to 60%
• Ability to influence senior executives and work in a matrix organization

• leadership
• cross-functional influence
• negotiation
• CRM tools (Salesforce)
• Project management tools (Asana, Airtable)
• Business intelligence tools (Tableau, Looker)

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