Senior Demand Generation Specialist, Hotels (12M FTC)

Airbnb; United States; On-site; USD 83,000 - 104,000; Full time

Benefits offered by this job

Bonus eligibility

Benefits

Employee Travel Credits

Job summary

Airbnb Hotels seeks a Senior Demand Generation Specialist to own the inbound motion for Hotels Acquisition, shaping the EMEA strategy and piloting a 12-month program that could scale globally.

You will build multi-channel inbound programs, own the funnel from lead capture to MQL handoff, and align with sales to maximize pipeline and ROI across regions.

Qualifications

• 8+ years of experience in B2B demand generation or growth marketing.
• Proven track record of inbound programs that generate measurable sales pipeline.
• Hands-on experience with Salesforce and marketing automation tools (Mixmax, Outreach).
• Strong analytical, systems-driven approach; able to run campaigns independently.
• Data-driven: own funnel metrics and connect activity to revenue.
• Experience using AI tools to automate campaigns and content at scale.
• Strong sales alignment instincts; treat AEs as internal customers.
• Fluent in written and spoken English; additional European languages a plus.

Responsibilities

• Define and own the EMEA inbound strategy and roadmap to drive hotel go-lives.
• Build and scale multi-channel inbound programs (email, paid, SEO, content, events, partnerships).
• Own the full funnel from lead capture to MQL handoff (Sal esforce integration).
• Design LinkedIn campaigns with regional AE teams for priority segments/geographies.
• Develop outbound sequences to support AE prospecting.
• Partner with Global Marketing to build collateral, landing pages, and nurture flows.
• Track pipeline metrics: MQLs, SQL conversions, cost per lead, revenue influence.
• Run co-marketing and referral programs with industry partners.
• Build business cases, secure budget, show ROI.
• Run test-and-learn: launch, measure, scale what works, cut what doesn't.
• Use AI to scale campaigns and content; collaborate with Connectivity, Events, Country Managers and AEs.

Skills

Demand generation

English fluency

Sales alignment

Analytics

AI-driven campaigns

Lead nurturing

Tools

Salesforce

Mixmax

Outreach

Job description

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:

The Airbnb Hotels organization 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:

Airbnb is building the world's largest supply of boutique and independent hotels on its platform. To accelerate that growth, we're hiring a Senior Demand Generation Specialist to own the inbound engine for our Hotels Acquisition team.

This is a high-impact, strategic and hands-on role sitting at the intersection of marketing and sales. This is Airbnb's first-ever B2B demand generation role. You'll build the Hotels inbound motion from the ground up across EMEA, as a 12-month pilot that will shape how we scale it globally.

A Typical Day:

• Define and own the EMEA inbound strategy and roadmap, prioritising the channels and initiatives that will drive the most hotel go-lives
• Build and scale multi-channel inbound programs (email, paid, SEO, content, events, partnerships) targeting independent hotels, boutique chains, and hotel groups globally
• Own the full funnel from lead capture to MQL handoff, including lead scoring, routing, and CRM hygiene in Salesforce, in collaboration with RevOps Teams
• Design Linkedin campaigns in coordination with regional AE teams to target high-priority segments and geographies
• Develop outbound-assist sequences (via tools like Mixmax or Outreach) to complement AE prospecting
• Partner with Global Marketing to build collateral, landing pages, and nurture flows that speak to hotel operator pain points
• Track, report, and optimize against pipeline contribution metrics: MQLs, MQL-to-SQL conversion, cost per lead, and influenced revenue
• Run co-marketing and referral programs with industry partners (channel managers, PMSes, hospitality associations)
• Build business cases for each campaign, secure budget from stakeholders, and show clear ROI
• Run a test-and-learn approach: launch quickly, measure, cut what doesn't work and scale what does
• Use AI and automation to scale campaign creation, content and lead nurture
• Work with Connectivity, Events, Country Managers and AEs to turn webinars, events and partnerships into measurable pipeline

Your Expertise:

• 8+ years of experience in B2B demand generation or growth marketing, ideally within marketplace, hospitality tech, or SaaS environments
• Proven track record of building inbound programs that generate measurable sales pipeline, including experience building a demand gen function from scratch (startup, scale-up, or new-business environment)
• Hands-on experience with Salesforce, marketing automation tools (MixMax, Outreach, or similar), and paid channels
• Strong analytical, systems-driven approach; comfortable running campaigns yourself, not just briefing others
• Data-driven: you own your funnel metrics and can connect campaign activity to revenue impact
• Hands-on experience using AI tools to automate campaigns and create content at scale
• Strong sales alignment instincts; you treat AEs as internal customers
• Comfortable with ambiguity: able to shape your own scope, make the case for investment, and adjust quickly based on results
• Fluent in written and spoken English; additional European languages a plus
• Experience operating globally across multiple regions/languages a plus

Why This Role:

Airbnb Hotels is one of the company's highest-priority supply growth initiatives. This role sits at the center of that effort, with direct visibility to senior leadership and the ability to shape how the world's most recognized travel brand expands into professional hospitality.

As the first person in this role, you'll help show what B2B demand generation can do for Airbnb Hotels. While this is a 12-month fixed-term contract, a successful pilot could lead to the role continuing beyond the initial term.

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.

How We'll Take Care of You:

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 shown below is annualized, is subject to change and may be modified in the future. This role may also be eligible for bonus, benefits, and Employee Travel Credits.

France Annual Pay Range

€74.000—€92.000 EUR

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.