Senior Enterprise Account Manager

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-centered ethos that define Airbnb. This team’s mission is to deliver the smoothest, most intuitive hotel booking experience for guests, while helping hotels 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:

As a Senior Enterprise Account Manager, your primary focus will be to drive new Enterprise acquisition and successfully onboard and optimize partnerships with regional or global hotel groups. . Your focus will be to enhance Airbnb's market presence through collaboration with other teams, leveraging your expertise in your regional market and enterprise account partnerships. With a deep understanding of Airbnb's mission and values, you will oversee all aspects of supply acquisition and partner success. This includes developing acquisition strategies, generating and converting Hotel Group leads, and managing relationships with strategic partners, including the creation of new partnerships. You will also be tasked with developing and refining scalable, regionalized or global supply management strategies for both established, competitive markets and emerging, untapped markets, aiming to secure our long-term success in these regions.

A Typical Day:

• Own the end-to-end lifecycle of newly acquired Enterprise partnerships, from lead to successful optimization.


• Execute a global win-win strategy for your portfolio that drives value to all parties and positions Airbnb and HotelTonight as a top strategic partner across all distribution channels.


• Through the creation of mutual account plans with your partners you will deliver Objectives and KPIs that support the goals of Airbnb and our Enterprise Partners


• Negotiate agreements with Enterprise partners to unlock new opportunities for both parties & promote long term mutual success


• Leverage data to make decisions and design projects to best expand and enhance availability and revenue through existing partnerships.


• Monitor & analyze over/underperformance, market trends, growth opportunities or anomalies and regularly communicate performance to Executives leveraging available production data and global market insight.


• Work with partners to ensure that the partnership is held to the highest industry standards and that commercial agreements as well as SLAs are met.


• Develop close working relationships with key internal teams and individuals to ensure that they provide appropriate levels of support to these key partnerships and key enhancements are made to unlock revenue for the business.


• Conduct regular business reviews, formal presentations for internal and external purposes.


• Work cross-functionally to execute changes at scale while collaborating with Market Management as a subject matter expert in Enterprise accounts to drive local property performance.


• Proactively contribute to the development and standardization of Enterprise team processes, playbooks, and best practices across the global function

Your Expertise:

• 8+ years of Enterprise/Strategic Partnerships Account Management experience


• Proven track record of executing on strategic priorities


• Experience in analyzing, structuring and negotiating complex deals that align across multiple business unit needs


• Exceptional negotiation skills with a proven ability to structure and close high-value, complex deals that establish long-term, strategic partnerships.Comfortable performing data analysis and making decisions based on the results


• Ability to balance time spent between strategic initiatives and operations while diving into the details when necessary.


• Experience developing and selling complex business solutions at the C-Suite level


• Strong executive presence and the ability to effectively influence top leaders internally and within the industry


• Have a passion for redefining travel, Airbnb, and being the best!


• Proactive self-starter able to prioritize and manage work autonomously


• Excellent verbal/written communication and presentation skills


• Ability to travel at least 40% of the time.

Our Commitment To Inclusion & Belonging:

Airbnb is committed to working with the broadest talent pool possible. We believe diverse ideas foster innovation and engagement, and allow us to attract creatively-led people, and to develop the best products, services and solutions. All qualified individuals are encouraged to apply.