Global Key Accounts Lead – Hotels & Enterprise Growth

Airbnb; Milano; On-site; EUR 85,000 - 105,000; Full time

Job summary

Airbnb Hotels is seeking a Manager, Key Accounts to build and lead a brand-new, globally distributed Enterprise Account Management team. You will win and onboard high-value hotel groups with hundreds of properties across multiple continents, setting the tone for Airbnb's hotel partnerships.

Own end-to-end partner management, craft mutual plans, shape global strategy, and drive quarterly KPIs while mentoring cross-functional teams.

Qualifications

• 12+ years of professional experience with 8+ years in sales or account management in travel, hospitality or e-commerce.
• 6+ years leading high-performing, globally distributed teams.
• Experience leading globally distributed teams and driving supply acquisition and revenue in international markets.
• Established relationships with major hotel groups across the global hospitality landscape.
• Entrepreneurial mindset with proven ability to launch teams, playbooks, and processes.
• Proven track record of complex negotiations with high-value partners.
• Fluency in English; willingness to travel up to 60% of the time.

Responsibilities

• Lead a distributed team of Enterprise Account Managers and support partner management and new business development for supply acquisition.
• Own the team’s quarterly revenue, supply acquisition, OKRs and ensure targets are met.
• Take partners from first conversation through negotiation, signing, and onboarding.
• Develop and execute the Key Accounts playbook aligned with global strategy and regional needs.
• Manage relationships with multinational hotel groups and act as escalation point for the team.
• Collaborate with Product, Technical Support, Connectivity, RevOps and cross-functional leadership to drive performance.

Skills

Enterprise account leadership

Travel/hospitality network

Negotiation

Team building

Cross-functional leadership

English fluency

Travel willingness

Tools

Salesforce

Asana

Airtable

Tableau

Looker

Claude

Job description

Airbnb Hotels is seeking a Manager, Key Accounts to build and lead a brand-new, globally distributed Enterprise Account Management team. You will win and onboard high-value hotel groups with hundreds of properties across multiple continents, setting the tone for Airbnb's hotel partnerships.

Own end-to-end partner management, craft mutual plans, shape global strategy, and drive quarterly KPIs while mentoring cross-functional teams.