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.

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 identify trends, surface new business opportunities, and resolve business challenges with urgency

Support the Hotels field team in achieving their goals through well-designed field-level action plans

Work closely with Product, Technical Support, Connectivity, Rev Ops and Hotels…