Market Manager

Airbnb; Kansas City (MO); On-site; USD 111,000 - 123,000; Full time

Benefits offered by this job

Employee Travel Credits

Bonus program

Equity

Job summary

Airbnb Hotels seeks a Market Manager to grow hotel supply across the southern Midwest, optimize setup, and drive partner performance. You will lead relationships with Hotels, align with internal teams, and implement scalable, localized supply strategies to secure long‑term market success.

You will travel within your territory, cultivate partnerships, and communicate product updates while delivering exceptional service to hosts and partners.

Qualifications

• 6+ years of experience in new sales, account management and partner support.
• 2+ years of tech/travel industry experience is a plus.
• Proven track record of managing a book of business and converting opportunities.
• Proficient in interpreting and applying data to day-to-day work.

Responsibilities

• Build, manage and expand partner relationships within your territory to surpass quarterly targets.
• Conduct regular optimization calls and business reviews with partners for strong, enduring partnerships.
• Implement strategies to manage and optimize thousands of Hotels in your region.
• Educate clients on product updates and cascade feedback to internal stakeholders.
• Leverage data to identify growth opportunities and allocate resources effectively.
• Collaborate cross-functionally with product, communications, public policy, legal, tax and customer support.

Skills

New sales

Account management

Partner support

CRM Salesforce

Cross-functional collaboration

Data-driven decision making

Communication

Tools

Salesforce

Job description

The Community You Will Join:

The Airbnb Hotels organization, which includes HotelTonight, is a fun, entrepreneurial, start-up team where you can have outsized impact. Simplicity is at the core of our products. We pride ourselves on delivering the smoothest and most intuitive hotel booking experience. For hotels, we make it easy to drive incremental bookings so they can focus on the craft of hosting. We aspire to facilitate hotel discovery and serendipity at scale, benefitting guests and hotel partners.

The Difference You Will Make:

As a Market Manager, your role will entail ensuring the health and expansion of our supply in the southern Midwest region. This will involve managing Hotels, optimizing their set-up via discounts, availability and other levers. Your focus will be to enhance Airbnb's market presence in your designated region through collaboration with other teams, leveraging your expertise on the local market. With a deep understanding of Airbnb's mission and values, you will oversee all aspects of the hotel’s success on HotelTonight and Airbnb. This includes developing tiering and account management strategies, converting Hotel leads, and managing relationships with strategic partners, as well as internal stakeholders. You will also be tasked with developing and refining scalable, localized supply management strategies for both established, competitive markets and emerging, untapped markets, aiming to secure our long-term success in these regions.

A Typical Day:

• Build, manage and expand partner relationships within your territory, aiming to surpass quarterly sales targets with Hotels.
• Conduct regular optimization calls and business reviews with partners to develop strong, enduring partnerships providing exceptional, timely service to hosts, including in-person support as needed.
• Implement strategies to effectively manage and optimize the long tail of thousands of Hotels in your region.
• Educate clients on all significant product updates and cascade feedback on product and public policy to the relevant internal stakeholders.
• Leverage data to identify and pursue strategic growth opportunities, demonstrating an ability to navigate operational complexities and efficiently allocate resources.
• Use an entrepreneurial approach to develop and implement unique engagement projects, fostering innovation within your territory.
• Work cross-functionally with teams such as product, communications, public policy, legal, tax and customer support to ensure Airbnb's long-term market success.
• Acquire comprehensive knowledge of local market trends to inform both internal and external stakeholders.
• Understand the technical aspects of software partnerships to offer comprehensive support, ensuring a seamless experience for hosts and guests.
• Represent Airbnb in external meetings with Hotels and at industry conferences in your market, solidifying the brand's presence and commitment.

Your Expertise:

• 6+ years of experience in new sales, account management, and partner support, showcasing a deep understanding and capability in fostering business relationships.
• 2+ years of tech/travel industry experience is a plus, highlighting the value of sector-specific knowledge.
• Proven track record of being able to effectively work a book of business, demonstrating expertise in nurturing and converting potential opportunities.
• Proficient quantitative skills and proven ability to interpret and apply data throughout your day-to-day work, emphasizing the importance of data-driven decision‑making.
• The ability to work at both strategic and tactical levels, with a proven track record to execute in ambiguous environments, highlighting adaptability and strategic foresight.
• Proven experience working cross‑functionally, ensuring the ability to collaborate effectively with various teams to drive collective success.
• Excellent communication and presentation skills and the ability to communicate effectively with clients via phone, email, and in‑person, underscoring the importance of strong interpersonal skills.
• Charismatic self‑starter who is resourceful and self‑sufficient, paired with strong time management and prioritization skills, showcasing the initiative and organizational capabilities required for the role.
• Highly proficient in using CRM software, specifically in working with leads, opportunities, and other core objects - Salesforce experience is a plus, indicating the technical tools proficiency needed for effective relationship management.

Your Location:

Due to the nature of this position, the successful applicant will need to be based in St. Louis, MO to be able to conduct their work. If your position is employed by another Airbnb entity, your recruiter will inform you what states you are eligible to work from. Based in St. Louis, MO and must be willing to regularly travel to your assigned territory. Typical expectation would be once every 4 to 6 weeks. Passion for Airbnb, travel, and the sharing economy - being an Airbnb host is a plus, culminating the profile with a personal alignment and enthusiasm for the company's mission and sector.

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.

We strive to also provide a disability inclusive application and interview process. If you are a candidate with a disability and require reasonable accommodation in order to submit an application, please contact us at: . Please include your full name, the role you’re applying for and the accommodation necessary to assist you with the recruiting process.

We ask that you only reach out to us if you are a candidate whose disability prevents you from being able to complete our online application.

Equal Employment Opportunity :

Airbnb values diversity & belonging and is proud to be an Equal Employment Opportunity employer. All individuals seeking employment at Airbnb are considered without regard to race, color, religion, national origin, age, gender, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, gender expression, sexual orientation, or any other legally protected characteristic.

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 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.

Pay Range$111,000—$123,000 USD

Reasonable Accommodations:

We are committed to providing reasonable accommodations throughout the recruitment process for applicants with disabilities. If you need assistance, or an accommodation, please let your recruiter know once you are contacted about a role.