In this role you will build and lead a new, globally distributed team of Enterprise Account Managers to win and onboard high-value hotel groups. You’ll own end-to-end partner management, develop a general Key Accounts strategy, and drive revenue and supply goals in line with Airbnb’s hotel expansion. You’ll shape the Key Accounts playbook, collaborate across a matrix of teams, and elevate partner satisfaction. This is a growth-focused, entrepreneurial leadership opportunity at the heart of Airbnb Hotels’ international growth.
- Lead a distributed team of Enterprise Account Managers and support partner management and new business development for supply acquisition
- Own the team’s quarterly revenue, supply acquisition and OKR targets; ensure they are met and exceeded
- Develop and execute the Key Accounts playbook in line with global strategy across regions
- Manage and grow relationships with multinational hotel groups; act as escalation for the team
- Establish team KPIs, analyze growth metrics, surface opportunities, and resolve challenges with urgency
- Collaborate with Product, Technical Support, Connectivity, Rev Ops and Hotels cross-functional leadership to drive feature adoption and business performance
- Represent Airbnb at industry and partner events and organize internal partner events
- Organize team meetings, 1:1s, and performance/development reviews
- Build the operational rhythm for the team and support field teams in achieving goals
Requisitos principales
- 12+ years of professional experience; at least 8+ years in sales or account management in travel, hospitality or e-commerce
- 6+ years leading high-performing teams, with a track record of meeting/exceeding goals
- Experience leading a globally distributed team and driving revenue goals across international markets
- Established relationships with or knowledge of major hotel groups globally
- Entrepreneurial mindset with experience launching initiatives where resources/processes had to be created
- Proven track record in complex negotiations with high-value partners
- Strong ability to coach and mentor account managers
- Strategy development, clear communication, and securing buy-in for quarterly goals
- Strong analytical skills to identify opportunities and drive results
- Ability to influence senior executives and work within a matrix organization across multiple functions
- Fluency in English; willingness to travel up to 60%
- team leadership and coaching
- cross-functional collaboration
- negotiation and relationship management
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