102K–128K EUR / year
Manager, Key Accounts - Hotels
SalesWorkplace — Dublin, Ireland; Barcelona, Spain; Berlin, Germany; London, United Kingdom; Milan, Italy; Paris, France
Published on 2026-10-21
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About this role
Lead Airbnb’s new global Key Accounts team focused on acquiring and growing relationships with large, multinational hotel groups. Set the team’s strategy and playbook, manage performance against quarterly targets, and partner across Airbnb to improve hotel supply and partner outcomes.
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, account plans, and the team’s quarterly revenue, supply acquisition, and OKR targets.
- Lead hotel partners through negotiation, deal signing, onboarding, and ongoing account growth.
- Establish team KPIs and operating rhythms, using performance data to identify opportunities and resolve challenges.
- Coordinate with Product, Technical Support, Connectivity, RevOps, regional field teams, and other cross-functional partners.
- Represent Airbnb at industry and partner events; coach team members through regular reviews and development conversations.
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 track record of meeting or exceeding goals.
- Experience leading globally distributed teams and driving supply acquisition and revenue across international markets.
- Established relationships with or deep knowledge of major global hotel groups.
- Experience building teams, initiatives, processes, and capabilities from the ground up.
- Proven experience negotiating with high-value partners and influencing senior executives.
- Strong analytical, strategic, communication, coaching, and cross-functional stakeholder-management skills.
- Fluent English and willingness to travel globally up to 60%.
Nice to have
- Hospitality technology experience and familiarity with OTAs and hotel distribution.
- Experience developing global 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 bonus, equity, benefits, and Employee Travel Credits.