Manager, Key Accounts - Hotels

Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals in almost every country across the globe. Every day, hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way.

The Community You Will Join

The Airbnb Hotels team is a fun, fast-growing group leading Airbnb’s expansion into the hotel sector. Operating with an entrepreneurial spirit, this team combines the simplicity, product excellence and guest-centred ethos that define Airbnb. Our mission is to deliver the smoothest, most intuitive hotel booking experience for guests, while helping hotel partners easily drive incremental bookings so they can focus on delivering the best hospitality. The ultimate aim is to help more people discover high-quality hotels, creating value for guests and our hotel partners.

The Difference You Will Make

Build a global team. Open doors no one at Airbnb has opened yet.

Airbnb Hotels is one of the most exciting growth stories in travel, and we’re only getting started. As Manager, Key Accounts, you will build and lead a brand new, globally distributed team of Enterprise Account Managers. Together you will win and onboard high-value, above-property hotel groups with hundreds of hotels across multiple continents. Many have been asking whether Airbnb is the right partner for them, and for many you will be the first relationship we ever establish.

We’re looking for someone who brings:

• Proven leadership of a key, strategic or enterprise accounts team, ideally globally distributed

• A network and reputation in travel and hospitality, ideally hotels

• Real negotiation experience with high-value partners

• A builder’s mindset, with a track record of creating teams, playbooks and processes where none existed

• Strong cross-functional influence across a matrix organisation

What you’ll own:

• End-to-end partner management at hotel headquarter and regional office level

• Mutual account plans that drive supply and strategic relationship value

• The global Key Accounts strategy, in line with the Enterprise Team playbook

• A clear mandate to consistently exceed quarterly business KPIs

• World-class account management practices, operational excellence and partner satisfaction

• The voice of Key Accounts within Hotels leadership

• A collaborative, growth-oriented team that you mentor and motivate

This position reports to the Global Head, Hotel Enterprise and Connectivity Partnerships, and offers a unique opportunity to shape Airbnb’s growth in the hotel market.

Why this role:

• Lead a brand new team in a business that only launched this year

• Shape the Key Accounts playbook from day one

• Own the relationships, the targets and the strategy for a global segment

• Work with a leadership team that is moving fast and backing this business

A Typical Day

• Lead a distributed team of Enterprise Account Managers, supporting them on partner management and new business development for supply acquisition

• Own the team’s quarterly revenue, supply acquisition and OKR targets, and ensure they are met and exceeded

• Take partners from first conversation through negotiation, signed deal and onboarding

• Develop and execute the Key Accounts playbook in line with global strategy, working closely with Hotel functional teams across regions

• Manage and grow relationships with multi-national hotel groups, acting as an escalation option for your team where needed

• Build the operational rhythm for the team: establish and track KPIs, analyse growth and key metrics to ide