Manager, Key Accounts
Pubblicato il 24-10-2026 - AirBnB in Pavia
Overview
As Manager, Key Accounts, you will build and lead a new globally distributed enterprise account team to win and onboard high-value hotel groups. You’ll shape the global Key Accounts strategy and playbook, aligning with Airbnb’s Hotels leadership and cross-functional partners. You will manage complex negotiations, drive supply acquisition, and ensure partner satisfaction at scale. This role offers an opportunity to define how Airbnb Hotels collaborates with major hotel groups and accelerates growth in the hotel market. You’ll work in a fast-paced, growth-focused environment that values bold, strategic impact.
Retribuzione / Benefits
- premio potential
- equity
- benefits
- Employee Travel Credits
- base pay with potential additions
Responsabilità
- Lead and mentor a distributed team of Enterprise Account Managers
- Own partner management at hotel HQ and regional levels
- Develop mutual account plans to maximize supply and relationship value
- Define and implement the global Key Accounts strategy aligned to the enterprise playbook
- Exceed quarterly revenue, supply acquisition, and OKR targets
- Establish world-class account management practices and ensure partner satisfaction
- Be the voice of Key Accounts within Hotels leadership
- Collaborate with cross-functional teams to drive adoption and performance
- Represent Airbnb at industry events and organize partner events
- Organize team cadence, performance reviews, and team-building activities
Requisiti fondamentali
- 12+ years of professional experience; 8+ years in sales/account management in travel, hospitality, or e-commerce
- 6+ years leading high-performing, globally distributed teams
- Experience managing partnerships across international markets
- Established relationships with major hotel groups or deep industry knowledge
- Entrepreneurial mindset with history of launching initiatives where resources/processes were built
- Proven complex negotiations with high-value partners
- Strong team-building, coaching, and mentorship abilities
- Strategy development and buy-in across stakeholders to meet quarterly goals
- Strong analytical skills to identify opportunities and drive results
- Ability to influence senior executives in both Airbnb and partner leadership
- Matrix organization experience with cross-functional influence
- English fluency
- Willingness to travel up to 60% globally
- strong leadership
- cross-functional collaboration
- stakeholder management
- CRM tools (Salesforce)
- project management tools (Asana, Airtable)
- business intelligence tools (Tableau, Looker, Claude)