74K–92K EUR / year
Senior Key Accounts Manager
SalesWorkplace — Paris, France
Published on 2026-11-12
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About this role
Manage Airbnb Hotels’ commercial relationships with global and multinational hotel groups, from prospecting and contracting through launch and performance growth. Develop strategic account plans, negotiate agreements, and coordinate internal teams to grow hotel availability, 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
- Own the end-to-end lifecycle of key account partnerships, including prospecting, contracting, rollout, and performance management
- Create joint account plans and negotiate commercial agreements with hotel partners
- Analyze performance data, market trends, and growth opportunities; report insights to executives
- Ensure partners meet commercial agreements, operational SLAs, and industry standards
- Coordinate with Connectivity, Product, Legal, and Market Management teams to support partnerships and revenue growth
- Lead business reviews and presentations for internal and external stakeholders
- 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 analyzing, structuring, and negotiating complex deals across multiple business units
- Proven ability to close high-value strategic partnerships and sell complex solutions to C-suite executives
- Strong data analysis, negotiation, communication, presentation, and executive-influence 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