pAirbnb 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. /p h3bThe Community You Will Join /b /h3 pThe 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. /p h3bThe Difference You Will Make /b /h3 pbBuild a global team. Open doors no one at Airbnb has opened yet. /b /p pAirbnb 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. /p h3bWe’re looking for someone who brings: /b /h3 ul libProven leadership of a key, strategic or enterprise accounts team /b , ideally globally distributed /li libA network and reputation in travel and hospitality /b , ideally hotels /li libReal negotiation experience /b with high-value partners /li libA builder’s mindset, /b with a track record of creating teams, playbooks and processes where none existed /li libStrong cross-functional influence /b across a matrix organisation /li /ul h3bWhat you’ll own: /b /h3 ul liEnd-to-end partner management at hotel headquarter and regional office level /li liMutual account plans that drive supply and strategic relationship value /li liThe global Key Accounts strategy, in line with the Enterprise Team playbook /li liA clear mandate to consistently exceed quarterly business KPIs /li liWorld-class account management practices, operational excellence and partner satisfaction /li liThe voice of Key Accounts within Hotels leadership /li liA collaborative, growth-oriented team that you mentor and motivate /li /ul pThis 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. /p h3bWhy this role:



/b /h3 ul libLead a brand new team /b in a business that only launched this year /li libShape the Key Accounts playbook /b from day one /li libOwn the relationships, /b the targets and the strategy for a global segment /li libWork with a leadership team that is moving fast /b and backing this business /li /ul h3bA Typical Day /b /h3 ul liLead a distributed team of Enterprise Account Managers, supporting them on partner management and new business development for supply acquisition /li liOwn the team’s quarterly revenue, supply acquisition and OKR targets, and ensure they are met and exceeded /li liTake partners from first conversation through negotiation, signed deal and onboarding /li liDevelop and execute the Key Accounts playbook in line with global strategy, working closely with Hotel functional teams across regions /li liManage and grow relationships with multi-national hotel groups, acting as an escalation option for your team where needed /li liBuild 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 /li liSupport the Hotels field team in achieving their goals through well-designed field-level action plans /li liWork closely with Product, Technical Support, Connectivity, RevOps and Hotels Cross-Functional Leadership to drive feature adoption and business performance /li liRepresent Airbnb at industry and partner events, and organise internal partner events /li liHold regular team meetings, 1:1s, and performance and development reviews /li liOrganise team business gatherings, quarterly kick-offs and team-building events /li /ul h3bYour Expertise /b /h3 pMust-haves /p ul li12+ years of professional experience and at least 8+ years in sales or account management roles in travel, hospitality or e-commerce /li li6+ years of experience managing and leading high-performing teams, with a proven track record of meeting and exceeding goals /li liExperience leading a globally distributed team and driving solutions to improve supply acquisition and revenue goals, ideally across international markets /li liEstablished relationships with, or deep knowledge of, major hotel groups across the global hospitality landscape /li liEntrepreneurial mindset developed from experience having launched companies, teams or significant initiatives where resources,



processes and capabilities had to be created, not handed to you or followed /li liProven track record of preparing and executing complex negotiations with high-value partner organisations /li liHighly motivated team builder with the ability to coach and mentor account managers /li liAbility to develop a strategy, communicate it clearly, and secure buy-in and support to execute against quarterly goals /li liStrong analytical skills to identify opportunities, operationalise execution with regional teams, and drive business results /li liAbility to influence senior executives, both within regional Airbnb leadership and within partner leadership teams /li liAbility to work within a matrix, solve problems, and influence cross-functional and cross-regional teams, with strong stakeholder management across Marketing, Legal, FPA, Payments, Product, regional field teams, and Enterprise and Connectivity teams /li liFluency in English required /li liWillingness to travel globally up to 60% of the time as needed to meet team members and engage with partners and customers at industry events /li /ul pNice-to-haves /p ul liExperience in the hospitality technology space, including familiarity with OTAs and hotel distribution (strongly preferred) /li liExperience developing and driving channel sales and marketing initiatives with global partners /li liProficiency with tools such as CRM tools (Salesforce), project management tools (Asana, Airtable), and business intelligence tools (Tableau, Looker, Claude) /li liFrench or another major European language /li /ul pbOur Commitment To Inclusion Belonging: /b /p pAirbnb 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. /p pbHow We’ll Take Care of You: /b /p pOur job titles may span more than one career level. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs and market demands. The base pay range shown below is annualized, is subject to change and may be modified in the future. This role may also be eligible for premio, equity, benefits, and Employee Travel Credits. /p pItaly Annual Pay Range /p p€85.000—€105.000 EUR /p pbReasonable Accommodations: /b We are committed to providing reasonable accommodations throughout the recruitment process for applicants with disabilities. If you need assistance, or an accommodation, please let your recruiter know once you are contacted about a role. /p #J-18808-Ljbffr

📌 Manager, Key Accounts - Hotels (Milano)
🏢 AirBnB
📍 Milano