Global Key Accounts Leader – Hotels

Airbnb; Paris; On-site; EUR 96,000 - 120,000; Full time

Job summary

Airbnb Hotels is building a new global team of Enterprise Account Managers to win and onboard high-value hotel groups across continents. You will lead a distributed team, own revenue and supply targets, and shape the Key Accounts strategy from day one.

The role requires a proven track record in leadership, a strong network in travel and hospitality, and the ability to influence across a matrix organization. English fluency and willingness to travel are essential.

Qualifications

• 12+ years of professional experience in sales or account management in travel, hospitality or e-commerce.
• 6+ years leading high-performing teams and exceeding goals.
• Experience leading globally distributed teams and cross-region collaboration.
• Established relationships with major hotel groups across the hospitality landscape.
• Entrepreneurial mindset with experience launching initiatives where you built processes.
• Proven ability to negotiate with high-value partners and influence senior stakeholders.
• Strong analytical skills to identify opportunities and drive results.
• Fluency in English; travel up to 60% as needed.

Responsibilities

• Lead a distributed team of Enterprise Account Managers and guide partner management.
• Own the team’s quarterly revenue, supply acquisition and OKR targets.
• Take partners from first conversation through negotiation, signing, and onboarding.
• Develop and implement the Key Accounts playbook aligned with global strategy.
• Build and maintain relationships with multinational hotel groups; mentor the team.
• Drive KPIs, analyze growth metrics, and identify new business opportunities.
• Collaborate with Product, Legal, FP&A and cross-functional leaders to drive performance.

Skills

Global team leadership

Hospitality industry experience

High-value negotiations

Cross-functional influence

Fluency in English

Willingness to travel

Tools

Salesforce

Asana

Airtable

Tableau

Looker

Claude

Job description

Airbnb Hotels is building a new global team of Enterprise Account Managers to win and onboard high-value hotel groups across continents. You will lead a distributed team, own revenue and supply targets, and shape the Key Accounts strategy from day one.

The role requires a proven track record in leadership, a strong network in travel and hospitality, and the ability to influence across a matrix organization. English fluency and willingness to travel are essential.