Global Key Accounts Manager - Hotels

airbnb, Inc.; Paris; On-site; EUR 180,000 - 240,000; Full time

Job summary

Airbnb seeks a seasoned Manager, Key Accounts to build and lead a brand-new, globally distributed Enterprise Account Management team for hotels. You will win and onboard high-value partners across continents, shaping the playbook and driving supply and strategic relationships at HQ and regional levels.

You will own negotiations with major hotel groups, mentor the team, and work cross-functionally with Product, Support, and RevOps to exceed quarterly KPIs.

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 leading high-performing teams, with a track record of meeting and exceeding goals.
• Experience leading a globally distributed team across international markets.
• Established relationships with major hotel groups across the global hospitality landscape.
• Entrepreneurial mindset with experience launching teams or significant initiatives.
• Proven track record in complex negotiations with high-value partner organisations.
• Strong leadership and mentorship for account managers.
• Ability to develop a strategy, communicate it clearly, and secure buy-in to execute quarterly goals.
• Strong analytical skills to identify opportunities and drive results.
• Fluency in English; willingness to travel globally up to 60%.

Responsibilities

• End-to-end partner management at hotel headquarter and regional office level.
• Develop mutual account plans that drive supply and strategic relationship value.
• Define the global Key Accounts strategy, in line with the Enterprise Team playbook.
• Maintain a clear mandate to exceed quarterly business KPIs.
• Implement world-class account management practices and ensure partner satisfaction.
• Be the voice of Key Accounts within Hotels leadership.
• Mentor and motivate a collaborative, growth-oriented team.
• Organize team business gatherings, quarterly kick-offs and team-building events.
• Work with Product, Technical Support, Connectivity, RevOps and Hotels Leadership to drive performance.

Skills

Global team leadership

Enterprise account management

High-value negotiations

Strategy & playbooks

Cross-functional influence

Job description

Airbnb seeks a seasoned Manager, Key Accounts to build and lead a brand-new, globally distributed Enterprise Account Management team for hotels. You will win and onboard high-value partners across continents, shaping the playbook and driving supply and strategic relationships at HQ and regional levels.

You will own negotiations with major hotel groups, mentor the team, and work cross-functionally with Product, Support, and RevOps to exceed quarterly KPIs.