84K–105K EUR / year
Senior Key Accounts Manager
SalesOn-site — Berlin, Germany
Published on 2026-11-12
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About this role
Own commercial relationships with global and multinational hotel groups, from prospecting and contracting through launch and ongoing performance management. Grow hotel availability, bookings, and revenue across Airbnb and HotelTonight while coordinating partner needs with internal teams.
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
- Manage the end-to-end lifecycle of key account partnerships, from prospecting to performance management
- Create mutual account plans and deliver partner and Airbnb objectives and KPIs
- Negotiate and renew commercial agreements that support long-term partnerships
- Use performance data and market insights to identify growth opportunities and address underperformance
- Monitor partner standards and compliance with commercial agreements and operational SLAs
- Coordinate internal teams to support partnerships and deliver enhancements at scale
- Conduct regular business reviews and executive presentations
- Contribute to enterprise processes, playbooks, and best practices
What we're looking for
- 8+ years of travel industry account management experience, including 5 years in key account management
- At least 2 years managing a global partner base
- Track record of executing strategic priorities and negotiating complex, high-value deals
- Experience developing and selling complex business solutions at C-suite level
- Comfortable analyzing data and making decisions based on results
- Strong executive presence, influencing, communication, and presentation skills
- Able to balance strategic initiatives with operational detail and manage work autonomously
- Willingness to travel at least 50% of the time
Benefits
- Eligible for bonus, equity, benefits, and Employee Travel Credits