Account Executive (Hotels)

Airbnb, Inc.; Barcelona; On-site; EUR 50,000 - 58,000; Full time

Job summary

Airbnb, Inc. is seeking an Account Executive for the Hotels team to convert leads into net-new supply and support new-market launches. You will manage the full sales funnel, partner with independent hotels, and help secure the best inventory for guests.

The role requires 6+ years in sales or account management, fluency in English and Spanish, CRM proficiency (Salesforce, Gong), and a willingness to travel 25–30%. This is a fast-growing role with competitive base pay and potential incentives.

Qualifications

• 6+ years of professional sales/account management experience
• Hospitality or startup tech exposure is a plus
• Fluency in English and Spanish is required; Portuguese a plus
• CRM proficiency; Salesforce and Gong experience desirable
• Ability to adapt to changing priorities and deadlines
• Excellent communication and relationship-building skills

Responsibilities

• Meet and exceed KPIs by owning the region's performance
• Prospect and secure new hotels through research and networking
• Negotiate and close deals to add hotel partners
• Develop localized supply strategies for markets
• Communicate Airbnb value to partners via calls, email, and in-person
• Manage onboarding and cross-functional coordination for launches
• Build strong relationships with hotels and demonstrate product knowledge

Skills

English fluency

Spanish fluency

CRM (Salesforce)

Gong usage

AI sales tools

Tools

Salesforce

Gong

Job description

Airbnb 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.

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 independent, boutique 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 an Account Executive, you will be responsible for converting leads into net-new supply to support new-market launches and at pace to hit quarterly goals. Working the full sales funnel, you will proactively turn cold leads into warm sales opportunities helping to build the Hotels category’s market presence in the process through collaboration with other teams. This includes partnering, strategizing, and running daily operations directly with independent, boutique hotels, and ensuring that Airbnb sources the best hotel inventory available to our guests.

A Typical Day

• Meet and exceed KPIs by owning the performance and success of assigned region
• Prospect new potential hotels through external research, networking, and use of Airbnb tools
• Securing new hotels involves targeted sales strategies and negotiating and closing the deals
• Develops acquisition strategies and scalable, localized supply strategies for established and emerging markets
• Expertly position and communicate Airbnb’s value proposition to new partners via phone, email, and in-person
• Add net new hotels by qualifying and moving leads through the funnel as quickly as possible, achieving defined quarterly goals
• Find supply in and launch new markets: Own market launches including supporting lead generation and coordinating cross functionally
• Support hotel onboarding as needed from won sales opportunities
• Effectively promote and build strong relationships with hotels by demonstrating comprehensive knowledge of our platforms and confidently pitching their value

Your Expertise

• 6+ years of professional experience, preferably in a fast growing startup tech or hospitality company working in sales and/or account management
• Previous hospitality experience is a plus
• Proficiency in both English and Spanish is a must! Portuguese is a plus.
• CRM required; Proficiency in Salesforce, Gong and other scalable AI Sales prospecting tools is a plus.
• The ability to get things done with constantly changing priorities, projects and deadlines
• Excellent communication, organizational, and analytical skills, detail-oriented but moves fast
• Ability to establish strong relationships with and influence partners
• Capacity to balance day-to-day responsibilities with longer-term strategic execution
• You’re a quick learner and you’re fearless about doing whatever it takes to get the job done, even if it means making mistakes along the way
• Able to travel up to 25-30% of the time
• Passion for Airbnb and travel

How We’ll Take Care of You:

Our 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 is subject to change and may be modified in the future. This role may also be eligible for variable incentive pay, equity, benefits, and Employee Travel Credits.

The On-Target Earnings (OTE) range for this role is €63,000 to €73,000 gross per year, which includes a split of 80% (base pay) / 20% (variable incentive). Of this OTE amount, the annual gross base salary range is €50,400 to €58,400.

The OTE reflected on this job posting is the target cash compensation a candidate could earn in a year if they achieve 100% of their performance or sales goals. The variable incentive is not guaranteed and is governed by the terms of Airbnb’s Hotels Variable Compensation Plan (the Plan). The actual payouts depend on performance against targets set under the Plan and may be higher or lower than the range listed on this job posting.

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.

Reasonable Accommodations:

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.