Senior Key Accounts Manager

airbnb; Paris; On-site; EUR 74,000 - 92,000; Full time

Job summary

Airbnb in Paris is seeking a Senior Key Accounts Manager to lead strategic partnerships with Enterprise and API connectivity partners, building trusted advisor relationships.

You will manage a portfolio of marquee partners, drive growth, ensure SLAs and contracts are aligned, and collaborate with product, legal, and marketing to optimize supply and guest experience.

This hybrid role requires 8+ years of experience, fluency in English and French, and readiness to travel up to 25%.

Qualifications

• 8+ years of experience in strategic partnerships or key account management at a global tech company.
• Fluent in English and French, with strong presentation skills.
• Experience with API integrations is highly preferred.
• Proven track record of growing a book of business and managing enterprise relationships.
• Experience in hospitality technology and OTA specifications is a plus.
• Data-driven decision making with cross-functional collaboration.
• Willingness to travel at least 25%.

Responsibilities

• Own a portfolio of Airbnb’s key partners and act as the primary representative.
• Drive a global win‑win strategy to deliver value across distribution channels.
• Build executive relationships with decision makers in API and Enterprise clients.
• Analyze data to identify strategic growth opportunities.
• Track performance against KPIs, feature adoption and supply growth.
• Support partners through API integrations and technical enablement.
• Educate clients on product roadmap to accelerate feature adoption.
• Represent Airbnb at external meetings and events.

Skills

Strategic Partnerships

Key Account Management

Enterprise Partnerships

API Connectivity

Tools

API Integrations

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:

Our EMEA Key Account Management Team is growing and we want you to be part of it!

The EMEA Key Accounts team manages the partnerships with Regional API Software providers and Enterprise Property Managers. The key goal is to grow the share of high quality stays by optimising supply at scale leveraging strategic account management, programs, incentives, and product solutions.

The Difference You Will Make:

As a Senior Key Accounts Manager, you will be managing partner relationships with strategic Enterprises & API Connectivity partners. You will be responsible for recruitment, enablement and optimization of our strategic partnerships and become their trusted advisor with the aim to become their number one partner and accelerate growth and performance on both sides. You will be reporting to the Key Accounts Team Lead, EMEA.

This role is based in Paris (hybrid, 2-3 days a week in the office), and is not eligible for relocation support.

A typical day:

• Own a portfolio of Airbnb’s key partners and act as the key representative for these partners.
• Execute a global win-win strategy for your portfolio that drives value to all parties and positions Airbnb as a top strategic partner across all distribution channels.
• Develop strong and trusting relationships with executives and decision makers/key influencers within your API & Enterprise customers portfolio, ensure that the partnership is held to the highest industry standards and that commercial agreements as well as SLAs are met.
• Analyze data and utilize data-driven recommendations to identify and action on strategic growth opportunities
• Work with quarterly goals, measure success against performance KPIs, feature adoption and supply acquisition growth.
• Support partners through deep understanding of API and technical integrations
• Educate clients on our product roadmap and all significant product changes to accelerate feature adoption with the aim to excel our mutual guest experience
• Represent Airbnb in external meetings and industry events

Your expertise:

• 8+ years of professional experience in Strategic Partnership, Key Account Management and/or Connectivity role at a global technology or tech hospitality company
• Fluent verbal/written communication and presentation skills in English and French
• Experience with API integrations strongly preferred
• World class account management experience with strong track record of successfully growing a book of business/geographic area and building enduring and successful client relationships
• Experience in the hospitality technology space, knowledge of OTA specifications
• Experience in analyzing, structuring and negotiating complex deals that align across multiple business unit needs
• Extremely data driven in the decision-making process to ensure timely, impactful and accurate actions are taken.
• Experience working cross-functionally with product, tech, legal, marketing, sales operations and enablement teams.
• Ability to manage complex projects and multi-task with excellent organizational skills, in a fast-paced, dynamic and ever changing startup environment.
• Strong executive presence and the ability to effectively influence top leaders internally and within the industry.
• Passion for Airbnb, travel, and the sharing economy
• Previous experience as product manager, working with product teams is a plus
• Ability to travel at least 25% of the time

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.

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 shown below is annualized, is subject to change and may be modified in the future. This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits.

France Annual Pay Range: €74,000—€92,000 EUR