Senior Manager, Sales Enablement

Airbnb; United States; Remote; USD 192,000 - 235,000; Full time

Job summary

Airbnb is seeking a Senior Manager, Supply Enablement to lead a team of enablement and activation specialists. You will design world-class content, training programs, and GTM activation at scale to empower field, vendor, and operations teams across Homes, Hotels, Services, and Experiences.

You will shape strategy, raise the bar on quality and craft, and ensure deliverables drive measurable behavior change in the field.

Qualifications

• 12+ years of experience in sales enablement, revenue enablement, or a closely related field.
• 3+ years managing enablement or GTM teams.
• Frontline sales experience with quota management or similar.
• Deep expertise with AI-powered enablement tools (Gong/Highspot/Intellum/Seismic).
• Strong instructional design and content strategy background.

Responsibilities

• Lead, coach, and develop enablement managers and activation specialists.
• Build team capacity through hiring and development of talent.
• Own end-to-end enablement content strategy with AI integration.
• Translate supply strategy into actionable enablement plays for field and vendor audiences.
• Set high standards for onboarding and upskilling, driving measurable performance.
• Partner with regional leads to land GTM activations and product launches.
• Collaborate with RevOps, Product, Marketing, and Analytics to embed insights into initiatives.

Skills

Leadership

Sales enablement

AI-powered tools

Team management

Cross-functional collaboration

Tools

Gong

Highspot

Intellum

Seismic

Job description

Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5million hosts who have welcomed over 2billion 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 Enablement & Activation Team is growing and we want you to be part of it!

Airbnb is looking for a seasoned Senior Manager, Supply Enablement to join our team. In this role, you’ll lead a team of enablement and activation specialists responsible for building world‑class content, training programs, and GTM activation at scale — equipping our field, vendor, and operations teams with the knowledge, skills, and tools to consistently acquire, grow, and retain high‑quality supply across Homes, Hotels, Services, and Experiences.

The difference you will make:

This role requires candidates to be based in the US. This role is not eligible for relocation support. This is a high‑impact leadership role for someone who has lived the reality of frontline sales and account management, knows how to build and develop high‑performing enablement teams, and has a sophisticated command of AI‑powered tools to make enablement smarter, faster, and more measurable. You’ll set the strategic direction, raise the bar on quality and craft, and ensure everything your team produces drives real, measurable behavior change in the field.

A typical day:

• Team Leadership & Development – Lead, coach, and develop a team of enablement managers and activation specialists responsible for content creation and curation, training development, and GTM program delivery; set clear goals, priorities, and quality standards across the team.
• Build team capacity and capabilities, including identifying skill gaps, investing in development, and hiring exceptional talent.
• Enablement Content & Program Strategy – Co‑own with Enablement Director and Foundations + Quality Enablement Manager, the end‑to‑end enablement content strategy, ensuring your team focused on ‘front of house’ produces high‑quality, audience‑specific, evergreen assets including playbooks, pitch decks, objection handling guides, onboarding curricula, and certification programs. Guide your team in leveraging AI for content development, personalized learning, coaching at scale, and practice — pushing the boundaries of what’s possible with the tools in your stack.
• Translate CBO and Supply strategy into actionable enablement plays, working closely with your team to bring them to life for field, vendor, and scaled ops audiences and developing strong working relationships with those teams.
• Set and uphold a high bar for enablement deliverables from onboarding to upskilling – ensuring content doesn’t just inform, but changes behavior and drives measurable performance outcomes.
• GTM Activation – Partner deeply with regional leads (EMEA, AMER, APAC) and cross‑functional stakeholders to land new product launches, strategic initiatives, policy & legal approved positioning, and sales plays in the field effectively and on time.
• Build a strong feedback loop between the field – across all 4 lines of business – and your team, so activation is continuously informed by what’s actually working on the ground.
• Cross‑Functional Partnership & Measurement – Work closely with RevOps, Product, Marketing, Community, and Policy to embed enablement insights into strategic initiatives and keep field teams ready to execute; report program performance, ROI, and team impact to senior leadership with clarity and credibility; partner with Advanced Analytics to design experiments (A/B, ERF) that prove the incrementality of your team’s investments.

Your expertise:

• 12+ years of experience in sales enablement, revenue enablement, or a closely related field — ideally within a high‑growth tech or marketplace company.
• 3+ years managing and developing enablement or GTM teams — you know how to hire great people, set a high bar, and bring out the best in a team.
• Frontline sales experience — you’ve carried a quota, managed accounts, or worked directly in a sales motion and deeply understand what reps need to succeed; bonus if travel industry experience.
• Deep expertise with AI‑powered enablement tools — hands‑on experience with platforms like Gong, Highspot, Intellum, Seismic, or equivalent; you know how to drive real business value out of these tools and coach your team to do the same.
• Strong background in instructional design and content strategy — you can tell the difference between content that informs and content that changes behavior, and you hold your team to that standard.
• Proven ability to design and scale GTM activation programs across diverse, geographically distributed field and vendor teams.
• Experience working in a matrixed, cross‑functional environment — you’re comfortable influencing without authority and driving alignment across multiple senior stakeholders.
• Strong data fluency – comfortable partnering with analytics teams to design experiments, interpret results, and present impact in business terms.
• Excellent communication and executive presence – you can align a room, write a crisp strategy doc, and present to a VP with equal confidence.
• Experience with vendor or outsourced sales team enablement is a strong plus.
• Familiarity with supply‑side or marketplace dynamics (hosts, partners, agents) is a plus.
• Serve as a player‑coach where needed – rolling up your sleeves on high‑priority programs while developing your team’s independence and craft.

Your Location:

This position is US – Remote Eligible. The role may include occasional work at an Airbnb office or attendance at offsites, as agreed to with your manager. While the position is Remote Eligible, you must live in a state where Airbnb, Inc. has a registered entity. This list is continuously evolving, so 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.

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, colour, 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 $192,000 — $235,000 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.