96K–120K EUR / year
Manager, Key Accounts - Hotels
SalesWorkplace — Paris, France; Barcelona, Spain; Berlin, Germany; Dublin, Ireland; London, United Kingdom; Milan, Italy
Published on 2026-10-21
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About this role
Build and lead Airbnb Hotels’ new global team of Enterprise Account Managers. Own strategy and key relationships with multinational hotel groups, from negotiation and onboarding through account growth, while driving supply acquisition and quarterly business targets.
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
- Lead and coach a globally distributed team of Enterprise Account Managers.
- Own global Key Accounts strategy, quarterly targets, and account management practices.
- Manage senior relationships with multinational hotel groups and support complex negotiations.
- Develop account plans and a playbook for partner acquisition, onboarding, and growth.
- Establish team KPIs and operating rhythms; analyse performance and identify opportunities.
- Coordinate with Product, Technical Support, Connectivity, RevOps, and regional Hotels teams.
- Represent Airbnb at industry and partner events.
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 leading high-performing teams and a track record of exceeding goals.
- Experience managing globally distributed teams and driving international supply acquisition and revenue.
- Established relationships with or deep knowledge of major global hotel groups.
- Experience building teams, processes, or significant initiatives from the ground up.
- Proven experience negotiating with high-value partners.
- Strong analytical, strategic, coaching, and cross-functional stakeholder management skills.
- Fluent English and willingness to travel globally up to 60%.
Nice to have
- Hospitality technology, OTA, or hotel distribution experience.
- Experience developing global partner channel sales and marketing initiatives.
- Familiarity with Salesforce, Asana, Airtable, Tableau, Looker, or Claude.
- French or another major European language.
Benefits
- May be eligible for bonus, equity, benefits, and Employee Travel Credits.