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Senior Sales Operations Lead

Airbnb
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Hybrid (US - Remote Eligible)$204k - $249kfull-timePosted 2w ago

About the role

Senior role responsible for global hotel optimization operations, defining and executing the supply optimization program, and enabling Account Management, Product, Marketing, and Analytics to drive hotel pricing, discounts, and related levers to grow Airbnb Hotels.

Responsibilities

  • Define and execute the operating strategy for the supply optimization program, aligning regional priorities with global goals and driving a consistent, high-performing approach across markets.
  • Own the optimization lever framework, including pricing competitiveness, discount adoption, and other hotel-facing levers; advise leadership and regional teams on which levers to activate for specific markets, segments, and hotel types.
  • Act as the operational partner to Account Management teams; build segmentation, prioritization, reporting, and playbooks.
  • Track program health end to end from hotel eligibility through adoption and realized impact; identify drop-off points and drive cross-functional fixes.
  • Translate business targets into regional and account-level goals; lead forecasting and capacity planning.
  • Design and evaluate incentive and performance programs for account management teams.
  • Build models and frameworks to size opportunities, measure lever impact, run scenarios, and test hypotheses; provide clear recommendations for leadership decisions.
  • Serve as the primary global point of contact for hotel optimization operations across cross-functional teams.

Qualifications

  • 12+ years in revenue operations, sales operations, account management operations, or related field; hospitality, OTA, or marketplace experience required.
  • Proven ability to run and improve a complex, multi-stage program with measurable impact.
  • Working knowledge of hotel pricing and revenue management concepts and their connection to marketplace outcomes.
  • Strong strategic and analytical skills; ability to turn performance data into clear insights.
  • Experience with goal setting, forecasting, capacity planning, and incentive or performance programs.
  • Excellent cross-functional collaboration across account management, product, marketing, tech, analytics, and finance.
  • Strong written and verbal communication; ability to present to and influence senior leadership.
  • Strong modeling skills; proficiency in Excel and SQL; BI tools (Tableau, Looker) a plus.
  • Proficiency in CRM and performance management systems (e.g., Salesforce).
  • Experience in global, matrixed organizations and navigating regional go-to-market differences.
  • Ability to operate at strategic and executional levels.

Skills

Required:ExcelSQLCRM (Salesforce)
Nice to have:Tableau/Looker
Last updated Oct 22, 2026. Interested? Apply on the company site.
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About Airbnb

Book accommodations around the world.

Founded in August of 2008 and based in San Francisco, California, Airbnb is a trusted community marketplace for people to list, discover, and book unique accommodations around the world — online or from a mobile phone. Whether an apartment for a night, a castle for a week, or a villa for a month, Airbnb connects people to unique travel experiences, at any price point, in more than 33,000 cities and 192 countries. And with world-class customer service and a growing community of users, Airbnb is the easiest way for people to monetize their extra space and showcase it to an audience of millions. No global movement springs from individuals. It takes an entire team united behind something big. Together, we work hard, we laugh a lot, we brainstorm nonstop, we use hundreds of Post-Its a week, and we give the best high-fives in town. Headquartered in San Francisco, we have satellite offices in Dublin, London, Barcelona, Paris, Milan, Copenhagen, Berlin, Moscow, São Paolo, Sydney, and Singapore.

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