82K–102K EUR / year
Senior Key Accounts Manager
Business developmentWorkplace — Amsterdam, Netherlands, London, United Kingdom, Paris, France
Published on 2026-11-12
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About this role
Manage commercial partnerships with global and multinational hotel groups, from prospecting and contract negotiation through rollout and ongoing performance. Grow partner inventory, bookings, and revenue across Airbnb and HotelTonight through strategic account plans and cross-functional collaboration.
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
Hotels Enterprise team
What you'll do
- Own the end-to-end lifecycle of key account partnerships, including prospecting, contracting, rollout, and performance management.
- Build mutual account plans and negotiate agreements that support long-term partner success.
- Analyze performance, market trends, and growth opportunities; communicate insights to executives.
- Ensure commercial agreements and operational service levels are met.
- Coordinate with internal teams to improve partner support and unlock revenue.
- Conduct business reviews and contribute to enterprise processes and best practices.
What we're looking for
- 8+ years of travel-industry account management experience, including 5 years in a key account manager role.
- At least 2 years managing a global partner base.
- Experience structuring and negotiating complex deals across multiple business units.
- Strong data analysis and decision-making skills.
- Experience developing and selling complex solutions at the C-suite level.
- Strong executive presence, communication, and presentation skills.
- Able to prioritize and work autonomously.
- Available to travel at least 50% of the time.
Benefits
- May be eligible for bonus, equity, benefits, and employee travel credits.