Market Manager

Airbnb, Inc.; Washington (CA); On-site; USD 111,000 - 123,000; Full time

Job summary

Airbnb is seeking a Market Manager based in Washington or California to drive growth among professional hosts and supply partners. You will manage accounts, optimize pricing strategies, and expand high-quality inventory while collaborating with product and policy teams.

You will travel regularly, represent Airbnb at events, and educate clients on product changes, market dynamics, and regulatory updates. Strong relationship skills and data-driven mindset are essential.

Qualifications

• 6+ years of experience in new sales and account management.
• 2+ years of tech/travel industry experience is a plus.
• Proven track record of managing a book of business and leads pipeline.
• Strong data interpretation and data-driven decision making.
• Ability to operate at strategic and tactical levels in ambiguity.
• Experience working cross-functionally with product, policy and support teams.
• Excellent communication and presentation skills with clients via phone, email and in person.
• Self-starter with time management and prioritization skills.
• Washington or California residency and willingness to travel regularly.

Responsibilities

• Build and manage partner relationships in the assigned territory.
• Directly manage accounts to meet and exceed quarterly/annual sales goals.
• Analyze data and use data-driven recommendations to identify opportunities to drive sales.
• Prospect and onboard new supply in your geography.
• Understand technical integration basics to support clients.
• Represent Airbnb in external meetings with Professional Hosts and at industry conferences.
• Educate clients on product changes and relay feedback to internal teams.
• Hold regular optimization calls and business reviews with partners.
• Develop deep knowledge of local markets and become the go-to source for market trends.
• Respond to hosts promptly and travel to markets for in-person support.
• Work cross-functionally with product, communications, policy and support teams to ensure market success.

Skills

New sales

Account management

Partner support

Data-driven

Cross-functional

CRM skills

Lead pipeline

Communication

Travel readiness

CRM Salesforce

Tools

Salesforce

Job description

Washington, United States, California, United States

Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals in almost every country across the globe. Every day, hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way.

The Community You Will Join:

Our Supply Team is growing, and we want you to be part of it! As a Market Manager, you will play a crucial role in the retention, growth, and optimization of host entrepreneurs and professional hosts in your assigned territory. You will focus on building strong relationships with these hosts, helping them optimize their listings, improve pricing strategies, and enhance their overall success on Airbnb.

The Difference You Will Make:

As a Market Manager, you will be responsible for the growth of a book of business in your assigned territories by managing professional host accounts and supply acquisition of high quality inventory. You will build Airbnb’s strong market presence in your assigned region in collaborating with other teams as the local in-market expert. As someone who knows the Airbnb mission and values inside out, you will drive all phases of supply acquisition and market success from acquisition strategy development to strategic partner relationship management. You will help develop and iterate scalable, localized supply strategies in your territory aiming to secure our long-term success.

The Typical Day:

• Build and manage partner relationships within assigned territory
• Directly manage accounts to meet and exceed quarterly/annual sales goals
• Analyze data and utilize data-driven recommendations to identify and action on strategic opportunities in your region to drive increase in sales
• Prospect and onboard new, high quality supply in your assigned geography
• Maintain a baseline understanding of the technical integration of various software partners so that you can provide the right support to your clients
• Represent Airbnb in external meetings with Professional Hosts and at industry conferences in your market
• Educate clients on all significant product changes, and cascade feedback on product and policy to the relevant internal stakeholders — including staying current on evolving Canadian short-term rental regulations at the federal, provincial, and municipal levels
• Hold regular optimization calls and business reviews with your partners
• Develop strong and long lasting partnerships
• Develop deep knowledge of your assigned geographic markets and become the go‑to source for all information relating to local trends and market dynamics for internal and external partners
• Respond to and deliver exceptional service to your professional hosts in a timely and efficient manner, occasionally traveling to your market to provide in‑person support and guidance
• Work cross‑functionally with product, communications, public policy and customer support teams to ensure our long‑term market success.

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 leads pipeline and 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.
• Washington or California and must be willing to regularly travel to your assigned territory. Typical expectation would be once every quarter.
• 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.

Your Location:

Due to the nature of this position, the successful applicant will need to be based in Washington or California to be able to conduct their work. Currently, employees can not be located in: Alaska, Indiana, Nebraska, North Dakota, Ohio, South Dakota, Wisconsin, Alabama, Mississippi, Oklahoma, Delaware And Rhode Island. This list is continuously being updated, please check back with us if the state you live in is on the exclusion list. If your position is employed by another Airbnb entity, your recruiter will inform you what states you are eligible to work from.

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: [e-mail] . 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.

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.