104K–130K EUR / year
Manager, Key Accounts - Hotels
SalesWorkplace — Berlin, Germany; Barcelona, Spain; Dublin, Ireland; London, United Kingdom; Milan, Italy; Paris, France
Published on 2026-10-21
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About this role
Lead Airbnb Hotels’ new global Key Accounts team, focused on acquiring and growing relationships with major hotel groups. Own the team’s strategy, partner negotiations, onboarding, and quarterly business targets while building the processes and account-management practices needed to scale.
About the company
Airbnb is a global online marketplace that connects travelers with hosts offering unique accommodations and experiences in various destinations. The platform serves individuals seeking short-term lodging as well as hosts looking to monetize their properties.
The team
Airbnb Hotels team; reports to the Global Head, Hotel Enterprise and Connectivity Partnerships.
What you'll do
- Build and lead a globally distributed team of Enterprise Account Managers.
- Own global Key Accounts strategy, quarterly KPIs, and supply acquisition and revenue targets.
- Manage hotel-group relationships at headquarters and regional levels, from negotiation through onboarding.
- Develop mutual account plans and establish the team’s playbook, operating rhythm, and KPIs.
- Coordinate with Product, Technical Support, Connectivity, RevOps, regional teams, and other functions.
- Coach and mentor team members and represent Airbnb at partner and industry events.
- Travel globally up to 60% as needed.
What we're looking for
- 12+ years of professional experience, including 8+ years in sales or account management in travel, hospitality, or e-commerce.
- 6+ years managing high-performing teams and a record of meeting or exceeding goals.
- Experience leading distributed teams and driving revenue and supply acquisition across international markets.
- Deep knowledge of major global hotel groups and experience negotiating with high-value partners.
- Track record of building teams, processes, or significant initiatives from the ground up.
- Strong strategy, analytical, coaching, executive-influence, and cross-functional stakeholder-management skills.
- Fluent in English.
Nice to have
- Experience with hospitality technology, OTAs, and hotel distribution.
- Experience developing global channel sales and marketing initiatives.
- French or another major European language.
- Familiarity with Salesforce, Asana, Airtable, Tableau, Looker, or Claude.