85K–105K EUR / year
Manager, Key Accounts - Hotels
SalesWorkplace — Barcelona, Spain, Berlin, Germany, 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 team of Enterprise Account Managers, winning and onboarding large hotel groups. Own the Key Accounts strategy, partner relationships, and quarterly supply and revenue targets while building the team’s playbook and operating processes.
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 quarterly revenue, supply acquisition, and OKR targets.
- Manage hotel-group relationships from negotiation through onboarding and ongoing account growth.
- Develop the global Key Accounts strategy, playbook, and mutual account plans.
- Establish team KPIs and operating rhythms, analyse performance, and identify growth opportunities.
- Work cross-functionally with Product, Technical Support, Connectivity, RevOps, and regional Hotels teams.
- Represent Airbnb at industry and partner events and organise team gatherings.
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 meeting or exceeding goals.
- Experience leading globally distributed teams and delivering supply acquisition and revenue growth across international markets.
- Established relationships with, or deep knowledge of, major global hotel groups.
- Experience building teams, initiatives, processes, or capabilities from the ground up.
- Proven ability to negotiate complex, high-value partnerships and influence senior executives.
- Strong strategic, analytical, coaching, stakeholder-management, and cross-functional collaboration skills.
- Fluent in English and willing to travel globally up to 60%.
Nice to have
- Experience in hospitality technology, OTAs, or hotel distribution.
- 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.