OverviewIn 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 global 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.
Compensaciones / Beneficiosbonus potential
equity opportunities
benefits (medical, etc.)
Employee Travel Credits
ResponsabilidadesLead 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 integral 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, 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
Organize team meetings, 1:1s, and performance/development reviews
Build the operational rhythm for the team and support field teams in achieving goals
Requisitos principales12+ 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
Salesforce
Asana
Airtable

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