EMEA B2B Demand Gen Lead — Hotels

Airbnb, Inc.; Paris; On-site; EUR 74,000 - 92,000; Full time

Job summary

airbnb is seeking a Senior Demand Generation Specialist to own the inbound engine for Hotels Acquisition across EMEA. This is a pilot role to build the Hotels inbound motion from the ground up, with a focus on scaling to global impact.

The role involves defining strategy, building multi-channel campaigns, and aligning with sales to drive hotel go-lives and measurable pipeline. It is a 12-month fixed-term contract, with potential extension based on results.

Qualifications

• 8+ years in B2B demand gen or growth marketing in marketplace, hospitality tech, or SaaS.
• Proven inbound programs that generate measurable sales pipeline; built function from scratch.
• Hands-on with Salesforce, marketing automation tools (MixMax, Outreach), and paid channels.
• Data-driven with funnel metrics ownership; connect campaign activity to revenue impact.
• Experience using AI tools to automate campaigns and create content at scale.
• Strong sales alignment with AEs.

Responsibilities

• Define and own the EMEA inbound strategy and roadmap, prioritising the channels and initiatives that will drive hotel go-lives.
• Build and scale multi-channel inbound programs (email, paid, SEO, content, events, partnerships) targeting independent hotels, boutique chains, and hotel groups globally.
• Own the full funnel from lead capture to MQL handoff, including lead scoring, routing, and CRM hygiene in Salesforce, in collaboration with RevOps Teams.
• Design Linkedin campaigns in coordination with regional AE teams to target high-priority segments and geographies.
• Develop outbound-assist sequences (via tools like Mixmax or Outreach) to complement AE prospecting.
• Partner with Global Marketing to build collateral, landing pages, and nurture flows that speak to hotel operator pain points.
• Track, report, and optimize against pipeline contribution metrics: MQLs, MQL-to-SQL conversion, cost per lead, and influenced revenue.
• Run co-marketing and referral programs with industry partners (channel managers, PMSes, hospitality associations).
• Build business cases for each campaign, secure budget from stakeholders, and show clear ROI.
• Run a test-and-learn approach: launch quickly, measure, cut what doesn't work and scale what does.
• Use AI and automation to scale campaign creation, content and lead nurture.
• Work with Connectivity, Events, Country Managers and AEs to turn webinars, events and partnerships into measurable pipeline.

Skills

B2B demand gen

Salesforce

Marketing automation

AI for campaigns

Analytics

Cross-functional collaboration

English fluency

Tools

MixMax

Outreach

Job description

airbnb is seeking a Senior Demand Generation Specialist to own the inbound engine for Hotels Acquisition across EMEA. This is a pilot role to build the Hotels inbound motion from the ground up, with a focus on scaling to global impact.

The role involves defining strategy, building multi-channel campaigns, and aligning with sales to drive hotel go-lives and measurable pipeline. It is a 12-month fixed-term contract, with potential extension based on results.