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 integral 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 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, 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 - Hotels - Airbnb (Barcelona)
🏢 Airbnb
📍 Barcelona