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Manager, Key Accounts - Hotels

Airbnb· Hotels
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Hybrid (London)£94k - £118kfull-timePosted 5d ago

About the role

Role focused on building and leading a globally distributed Enterprise Account Management team to win, onboard and manage high-value hotel groups; drive supply, revenue, and strategic partnerships across multiple regions.

Responsibilities

  • 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
  • Lead a distributed team of Enterprise Account Managers, supporting 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, RevOps and Hotels Cross-Functional Leadership to drive feature adoption and business performance
  • Represent Airbnb at industry and partner events, and organise internal partner events
  • Hold regular team meetings, 1:1s, and performance and development reviews
  • Organise team business gatherings, quarterly kick-offs and team-building events

Qualifications

  • 12+ years of professional experience and at least 8+ years in sales or account management roles in travel, hospitality or e-commerce
  • 6+ years of experience managing and leading high-performing teams, with a proven track record of meeting and exceeding goals
  • Experience leading a globally distributed team and driving solutions to improve supply acquisition and revenue goals, ideally across international markets
  • Established relationships with, or deep knowledge of, major hotel groups across the global hospitality landscape
  • Entrepreneurial 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
  • Proven track record of preparing and executing complex negotiations with high-value partner organisations
  • Highly motivated team builder with the ability to coach and mentor account managers
  • Ability to develop a strategy, communicate it clearly, and secure buy-in and support to execute against quarterly goals
  • Strong analytical skills to identify opportunities, operationalise execution with regional teams, and drive business results
  • Ability to influence senior executives, both within regional Airbnb leadership and within partner leadership teams
  • Ability to work within a matrix, solve problems, and influence cross-functional and cross-regional teams, with strong stakeholder management across Marketing, Legal, FP&A, Payments, Product, regional field teams, and Enterprise and Connectivity teams
  • Fluency in English required
  • Willingness to travel globally up to 60% of the time as needed to meet team members and engage with partners and customers at industry events

Skills

Required:Leadership of enterprise accountsNegotiation with high-value partnersStrategic planning and execution

Benefits

  • A note on compensation: United Kingdom Annual Pay Range £94,000—£118,000 GBP (base) + eligible for bonus, equity, benefits, and Employee Travel Credits
  • Reasonable Accommodations policy and commitment to inclusive hiring
  • Offices: multiple European locations including London, UK; Barcelona, Berlin, Dublin, Milan, Paris; others listed
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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