Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals in almost every country across the globe.

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Every day, hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way. The Community You Will JoinThe Airbnb Hotels team is a fun, fast-growing group leading Airbnb's expansion into the hotel sector.

Operating with an entrepreneurial spirit, this team combines the simplicity, product excellence and guest-centred ethos that define Airbnb.

Our mission is to deliver the smoothest, most intuitive hotel booking experience for guests, while helping hotel partners easily drive incremental bookings so they can focus on delivering the best hospitality.

The ultimate aim is to help more people discover high-quality hotels, creating value for guests and our hotel partners. The Difference You Will MakeBuild a global team.

Open doors no one at Airbnb has opened yet. Airbnb Hotels is one of the most exciting growth stories in travel, and we're only getting started.

As Manager, Key Accounts, you will build and lead a brand new, globally distributed team of Enterprise Account Managers.

Together you will win and onboard high-value, above-property hotel groups with hundreds of hotels across multiple continents. We're looking for someone who brings: Proven leadership of a key, strategic or enterprise accounts team, ideally globally distributedA network and reputation in travel and hospitality, ideally hotelsReal negotiation experience with high-value partnersA builder's mindset,



with a track record of creating teams, playbooks and processes where none existedStrong cross-functional influence across a matrix organisationWhat you'll own: End-to-end partner management at hotel headquarter and regional office levelMutual account plans that drive supply and strategic relationship valueThe global Key Accounts strategy, in line with the Enterprise Team playbookA clear mandate to consistently exceed quarterly business KPIsWorld-class account management practices, operational excellence and partner satisfactionThe voice of Key Accounts within Hotels leadershipA collaborative, growth-oriented team that you mentor and motivateThis position reports to the Global Head, Hotel Enterprise and Connectivity Partnerships, and offers a unique opportunity to shape Airbnb's growth in the hotel market.

Why this role: Lead a brand new team in a business that only launched this yearShape the Key Accounts playbook from day oneOwn the relationships, the targets and the strategy for a general segmentWork with a leadership team that is moving fast and backing this businessA Typical DayLead a distributed team of Enterprise Account Managers, supporting them on partner management and new business development for supply acquisitionOwn the team's quarterly revenue, supply acquisition and OKR targets, and ensure they are met and exceededTake partners from first conversation through negotiation,



signed deal and onboardingDevelop and execute the Key Accounts playbook in line with global strategy, working closely with Hotel functional teams across regionsManage and grow relationships with multi-national hotel groups, acting as an escalation option for your team where neededBuild the operational rhythm for the team: establish and track KPIs, analyse growth and key metrics to identify trends, surface new business opportunities, and resolve business challenges with urgencySupport the Hotels field team in achieving their goals through well-designed field-level action plansWork closely with Product, Technical Support, Connectivity, RevOps and Hotels Cross-Functional Leadership to drive feature adoption and business performanceRepresent Airbnb at industry and partner events, and organise internal partner eventsHold regular team meetings, 1:1s, and performance and development reviewsOrganise team business gatherings, quarterly kick-offs and team-building eventsYour ExpertiseMust-haves12+ years of professional experience and at least 8+ years in sales or account management roles in travel, hospitality or e-commerce6+ years of experience managing and leading high-performing teams, with a proven track record of meeting and exceeding goalsExperience leading a globally distributed team and driving solutions to improve supply acquisition and revenue goals, ideally across international marketsEstablished relationships with, or deep knowledge of, major hotel groups across the global hospitality landscapeEntrepreneurial mindset developed from experience having launched companies, teams or significant initiatives where resources, processes and capabilities had to be created, not handed to you or followedPr

📌 Manager, Key Accounts (Barcelona)
🏢 Airbnb
📍 Barcelona