Global Hotel Key Accounts Leader

Airbnb; Milan (MI); On-site; USD 95,000 - 117,000; Full time

Job summary

Airbnb is seeking a Manager, Key Accounts to build and lead a new, globally distributed Enterprise Account Management team. You will win and onboard high-value hotel groups, shaping partnerships and driving revenue across continents.

Lead end-to-end partner management, craft mutual account plans, and influence cross-functional leaders to exceed quarterly KPIs while mentoring a growing team.

Qualifications

• 12+ years of experience in sales or account management in travel, hospitality or e-commerce.
• 6+ years of experience managing and leading high-performing globally distributed teams.
• Established relationships with major hotel groups across the global hospitality landscape.
• Entrepreneurial mindset with experience launching teams or initiatives where processes had to be created.

Responsibilities

• End-to-end partner management at hotel HQ and regional office levels.
• Develop and execute mutual account plans that drive supply and strategic value.
• Define the global Key Accounts strategy aligned with the playbook.
• Exceed quarterly revenue, supply, and KPI targets.
• Mentor and motivate a distributed team of Enterprise Account Managers.
• Collaborate with Product, Support, FP&A, and cross-functional leaders to drive performance.

Skills

Enterprise accounts leadership

Global team building

High-value negotiations

Cross-functional influence

English fluency

Tools

Salesforce

Asana

Airtable

Tableau

Looker

Claude

Job description

Airbnb is seeking a Manager, Key Accounts to build and lead a new, globally distributed Enterprise Account Management team. You will win and onboard high-value hotel groups, shaping partnerships and driving revenue across continents.

Lead end-to-end partner management, craft mutual account plans, and influence cross-functional leaders to exceed quarterly KPIs while mentoring a growing team.