94K–118K GBP / year
Manager, Key Accounts - Hotels
SalesWorkplace — London, United Kingdom
Published on 2026-10-21
These details were extracted automatically from the original listing. They may not be complete or fully up to date — it's worth checking the original job post.
About this role
Lead Airbnb Hotels’ new global Key Accounts team, acquiring and managing high-value multinational hotel groups. Shape the team’s strategy and playbook, and drive partner growth, 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
- Build, lead, coach, and mentor a globally distributed team of Enterprise Account Managers.
- Own global Key Accounts strategy, account plans, and quarterly revenue, supply acquisition, and OKR targets.
- Manage hotel-group relationships from negotiation and deal signing through onboarding and ongoing account growth.
- Establish team KPIs and operating rhythms, analyze performance, and identify growth opportunities.
- Partner with Product, Technical Support, Connectivity, RevOps, regional field teams, and other cross-functional groups.
- Represent Airbnb at industry and partner events; organize internal partner events and 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 managing high-performing teams and a 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.
- Track record creating teams, processes, or initiatives in entrepreneurial environments.
- Experience preparing and executing complex, high-value partner negotiations.
- Strong strategy, analytical, coaching, communication, and senior stakeholder-influencing skills.
- Fluent English and willingness to travel globally up to 60%.
Nice to have
- Hospitality technology experience, including OTAs and hotel distribution.
- Experience developing global partner channel sales and marketing initiatives.
- Proficiency with Salesforce, Asana, Airtable, Tableau, Looker, or Claude.
- French or another major European language.
Benefits
- May be eligible for a bonus, equity, benefits, and Employee Travel Credits.