72K–85K GBP / year
Senior Key Accounts Manager
Business developmentWorkplace — London, United Kingdom
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 rollout and ongoing performance growth. Develop strategic partner plans that increase hotel participation, bookings, and revenue across Airbnb and HotelTonight.
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
- Negotiate and renew commercial agreements with hotel partners
- Create mutual account plans and deliver agreed objectives and KPIs
- Analyze account performance, market trends, and growth opportunities using data
- Conduct business reviews and communicate performance to executives
- Coordinate with internal teams to support partners and scale improvements
- Contribute to global Enterprise team 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
- Experience negotiating complex, high-value strategic deals
- Strong data analysis, executive communication, and influencing skills
- Experience developing and selling complex business solutions at C-suite level
- Able to balance strategic initiatives with operational detail and work autonomously
- Willingness to travel at least 50% of the time
Benefits
- Bonus eligibility
- Equity eligibility
- Employee Travel Credits