65K–80K EUR / year
Senior Key Accounts Manager
SalesWorkplace — Barcelona, Madrid, Spain
Published on 2026-11-12
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About this role
Manage strategic commercial relationships with global and multinational hotel groups across the full partnership lifecycle, from prospecting and contracting through rollout and growth. Drive hotel inventory, bookings, and revenue across Airbnb and HotelTonight through negotiated agreements, data-led 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
Airbnb Hotels Enterprise team
What you'll do
- Own prospecting, acquisition, contracting, rollout, and performance management for key accounts
- Develop joint account plans and negotiate commercial agreements and renewals
- Use data and market insights to identify growth opportunities and address underperformance
- Monitor partner performance and report results to executives
- Coordinate with internal teams to support partners and deliver scalable improvements
- Conduct regular business reviews and contribute to enterprise processes and playbooks
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
- Experience analyzing, structuring, and negotiating complex deals
- Proven ability to develop and sell complex solutions at C-suite level
- Strong data analysis, communication, presentation, and executive influencing skills
- Able to balance strategic initiatives with operational detail and work autonomously
- Willingness to travel at least 50% of the time
Benefits
- May be eligible for bonus, equity, benefits, and Employee Travel Credits