85K–105K EUR / year
Manager, Key Accounts - Hotels
SalesWorkplace — Milan, Italy, Barcelona, Spain, Berlin, Germany, Dublin, Ireland, London, United Kingdom, Paris, France
Published on 2026-10-21
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About this role
Build and lead a globally distributed team of Enterprise Account Managers for Airbnb Hotels. Own global key-account strategy and relationships with multinational hotel groups, driving hotel supply acquisition, revenue, and partner satisfaction.
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, coach, and lead a distributed team of Enterprise Account Managers
- Own quarterly revenue, supply acquisition, and OKR targets
- Manage hotel-group relationships from initial negotiation through onboarding and ongoing account growth
- Develop the global Key Accounts strategy and playbook
- Set team KPIs and operating rhythms, analyze performance, and identify growth opportunities
- Coordinate with Product, Connectivity, RevOps, field teams, and other cross-functional partners
- Represent Airbnb at industry and partner events
What we're looking for
- 12+ years of professional experience, including 8+ years in travel, hospitality, or e-commerce sales or account management
- 6+ years managing high-performing teams and a record of exceeding goals
- Experience leading globally distributed teams across international markets
- Established relationships with or deep knowledge of major hotel groups
- Experience building teams, processes, or significant initiatives from the ground up
- Proven ability to negotiate complex, high-value partnerships
- Strong analytical, strategic, coaching, and stakeholder-influence skills
- Fluent English and willingness to travel globally up to 60%
Nice to have
- Hospitality technology, OTA, or hotel-distribution experience
- Experience with global partner channel sales and marketing initiatives
- Salesforce, Asana, Airtable, Tableau, Looker, or Claude proficiency
- French or another major European language