Manager, Key Accounts - Hotels

About the role

Airbnb Hotels is building a brand-new, globally distributed team of Enterprise Account Managers. As Manager, Key Accounts, you will win and onboard high-value hotel groups with hundreds of hotels across multiple continents. The role reports to the Global Head, Hotel Enterprise and Connectivity Partnerships, and sits in Barcelona.

Key responsibilities

• Lead a distributed team of Enterprise Account Managers on partner management and new business development for supply acquisition.
• Own the team's quarterly revenue, supply acquisition and OKR targets.
• Take partners from first conversation through negotiation, signed deal and onboarding.
• Develop and execute the Key Accounts playbook in line with global strategy, working with regional hotel functional teams.
• Manage and grow relationships with multi-national hotel groups, acting as escalation option for the team.
• Build the team's operational rhythm: track KPIs, analyse growth metrics, surface opportunities and resolve challenges.
• Support the Hotels field team with well-designed action plans.
• Work with Product, Technical Support, Connectivity, RevOps and other cross-functional leaders to drive feature adoption and business performance.
• Represent Airbnb at industry and partner events and organise internal partner events.
• Hold team meetings, 1:1s, performance and development reviews, and organise quarterly kick-offs and team-building events.

Required profile

• 12+ years of professional experience, at least 8+ in sales or account management in travel, hospitality or e-commerce.
• 6+ years managing and leading high-performing teams, with a track record of meeting and exceeding goals.
• Experience leading a globally distributed team and improving supply acquisition and revenue, ideally across international markets.
• Established relationships with, or deep knowledge of, major hotel groups worldwide.
• Proven track record of complex negotiations with high-value partners and of coaching and mentoring account managers.
• Fluency in English required; willingness to travel globally up to 60% of the time.

Nice-to-have

• Hospitality technology experience, including familiarity with OTAs and hotel distribution.
• Experience driving channel sales and marketing initiatives with global partners.
• CRM tools (Salesforce), project management tools (Asana, Airtable) and BI tools (Tableau, Looker).
• French or another major European language.

What we offer

• Annual pay range in Spain of EUR 85,000 to EUR 105,000.
• Possibility of bonus, equity, benefits and employee travel credits.