Global Head of Key Accounts

airbnb, Inc.; Lombardia; Hybrid; EUR 110,000 - 160,000; Full time

Job summary

Airbnb Hotels seeks a Manager, Key Accounts to build and lead a globally distributed Enterprise Accounts team. You will own end-to-end partner management at hotel headquarter and regional levels, developing mutual account plans to drive supply and strategic value across multinational hotel groups.

You will shape the global Key Accounts strategy, consistently exceed quarterly targets, and lead a high-impact team with cross-functional influence across Product, RevOps, and Hotels leadership.

Qualifications

• 12+ years of professional experience in sales or account management in travel, hospitality or e-commerce.
• 6+ years leading high-performing teams with goals met/exceeded.
• Experience leading globally distributed teams and cross-regional collaboration.
• Established relationships with major hotel groups across the global hospitality landscape.
• Entrepreneurial mindset with experience building teams, playbooks or processes from scratch.
• Proven track record in complex negotiations with high-value partners.
• Strong ability to coach, mentor and grow teams; strategic, data-driven execution.
• Fluency in English; willingness to travel up to 60% globally.

Responsibilities

• Lead a distributed Enterprise Accounts team focused on hotel headquarters and regional offices.
• Develop mutual account plans to drive supply and strategic value with partners.
• Define the global Key Accounts strategy aligned with the Enterprise Team playbook.
• Own quarterly revenue, targets, and OKRs for the global segment.
• Mentor a growing team and collaborate with Product, Tech Support, RevOps and cross-functional leaders.
• Represent Airbnb at events and drive adoption of features that enhance partner performance.

Skills

Leadership

Enterprise sales

Global teams

Negotiation

Stakeholder mgmt

English fluency

Tools

Salesforce

Asana

Tableau

Looker

Claude

Job description

Airbnb Hotels seeks a Manager, Key Accounts to build and lead a globally distributed Enterprise Accounts team. You will own end-to-end partner management at hotel headquarter and regional levels, developing mutual account plans to drive supply and strategic value across multinational hotel groups.

You will shape the global Key Accounts strategy, consistently exceed quarterly targets, and lead a high-impact team with cross-functional influence across Product, RevOps, and Hotels leadership.