Senior Enterprise Partnerships Lead - Hotels & Travel

Airbnb, Inc.; Singapore; On-site; SGD 140,000 - 220,000; Full time

Job summary

Airbnb is seeking a Senior Enterprise Account Manager to drive new Enterprise acquisitions and optimize partnerships with regional or global hotel groups. You will lead end-to-end lifecycle management, negotiate strategic deals, and leverage data to expand availability and revenue across distribution channels.

You will influence cross-functional teams, deliver executive-ready reviews, and develop scalable supply strategies for both established and emerging markets in APAC, aligning with Airbnb’s

Qualifications

• 8+ years of Enterprise/Strategic Partnerships Account Management experience.
• Deep understanding of the travel industry and an extensive network within the Hospitality ecosystem in APAC.
• Proven track record of executing on strategic priorities.
• Experience in analyzing, structuring and negotiating complex deals that align across multiple business unit needs.
• Exceptional negotiation skills with a proven ability to structure and close high-value, complex deals that establish long-term, strategic partnerships.
• Ability to balance time spent between strategic initiatives and operations while diving into the details when necessary.
• Experience developing and selling complex business solutions at the C-Suite level.
• Strong executive presence and the ability to effectively influence top leaders internally and within the industry.
• Proactive self-starter able to prioritize and manage work autonomously.
• Excellent verbal/written communication and presentation skills.
• Business level fluency in English is required.
• Ability to travel at least 40% of the time.
• Have a passion for redefining travel, Airbnb, and being the best!

Responsibilities

• Own the end-to-end lifecycle of newly acquired Enterprise partnerships, from lead to successful optimization.
• Execute a global win-win strategy for your portfolio that drives value to all parties and positions Airbnb and HotelTonight as a top strategic partner across all distribution channels.
• Through the creation of mutual account plans with your partners you will deliver Objectives and KPIs that support the goals of Airbnb and our Enterprise Partners.
• Negotiate agreements with Enterprise partners to unlock new opportunities for both parties & promote long term mutual success.
• Leverage data to make decisions and design projects to best expand and enhance availability and revenue through existing partnerships.
• Monitor & analyze over/underperformance, market trends, growth opportunities or anomalies and regularly communicate performance to Executives leveraging available production data and global market insight.
• Work with partners to ensure that the partnership is held to the highest industry standards and that commercial agreements as well as SLAs are met.
• Develop close working relationships with key internal teams and individuals to ensure that they provide appropriate levels of support to these key partnerships and key enhancements are made to unlock revenue for the business.
• Conduct regular business reviews, formal presentations for internal and external purposes.
• Work cross-functionally to execute changes at scale while collaborating with Market Management as a subject matter expert in Enterprise accounts to drive local property performance.
• Proactively contribute to the development and standardization of Enterprise team processes, playbooks, and best practices across the global function

Skills

Enterprise account management

Negotiation

Data analysis

Executive presence

English fluency

APAC hospitality network

Strategic partnership development

Cross-functional collaboration

Autonomous prioritization

Presentation skills

Tools

CRM systems

Job description

Airbnb is seeking a Senior Enterprise Account Manager to drive new Enterprise acquisitions and optimize partnerships with regional or global hotel groups. You will lead end-to-end lifecycle management, negotiate strategic deals, and leverage data to expand availability and revenue across distribution channels.

You will influence cross-functional teams, deliver executive-ready reviews, and develop scalable supply strategies for both established and emerging markets in APAC, aligning with Airbnb’s