Senior Sales Operations Lead

airbnb, Inc.; Northern (KY); Hybrid; USD 204,000 - 249,000; Full time

Benefits offered by this job

Bonus eligibility

Equity

Employee Travel Credits

Job summary

Airbnb, Inc. is seeking a Senior Sales Operations Lead, Hotels Optimization, to own the global operations strategy for the supply optimization program. You will partner with Account Management, Product, Marketing, and Analytics to drive pricing, discounts, and growth across markets.

You will translate data into decisions, provide insights and targets, and lead cross-functional initiatives to improve adoption and revenue. The role reports to the Director of Enterprise Operations, Hotels.

Qualifications

• 12+ years in revenue operations, sales operations, or related field.
• Proven ability to run and improve a multi-stage program with measurable impact.
• Experience with hotel pricing, revenue management concepts, and marketplace outcomes.

Responsibilities

• Define and execute the operating strategy for the hotel supply optimization program.
• Own the optimization lever framework including pricing, discounts, and other levers.
• Partner with Account Management to build segmentation, reporting, and playbooks.

Skills

Revenue operations

Sales operations

Account management

Pricing optimization

Excel

SQL

Tableau

Leadership

Cross-functional collaboration

Forecasting

Education

Bachelor's degree

Tools

Salesforce

Tableau

Looker

Excel

SQL

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:

Hotels represent one of Airbnb's most exciting growth frontiers, bringing professional hospitality partners onto the platform and making it possible for guests to choose Airbnb for every kind of trip. By ensuring a robust and exceptional hotel supply, the Revenue Operations team plays a critical role in shaping Airbnb's future and delivering on its mission to create a world where anyone can belong anywhere.

The Revenue Operations team partners across the company to build world-class Sales, Onboarding, and Account Management capabilities. We support partners across the full journey – from identifying and acquiring the right supply in the right markets, to seamless onboarding and integration, to the tools, programs, and insights that help partners grow and succeed on our platform. We own critical growth levers that ladder directly into business goals, and we build the central infrastructure that powers in-market execution for field teams worldwide.

The Difference You Will Make:

Optimized hotel supply is one of the most important drivers of Hotels performance at Airbnb, and this role sits at the center of that effort. As Senior Sales Operations Lead, Hotels Optimization, you will own the global operations strategy for the supply optimization program, partnering with Account Management, Product, Marketing, and Analytics to help hotels price competitively, adopt discounts and programs, and use every available lever to grow.

You will be the global subject matter expert on hotel optimization levers. You will translate data into decisions and make sure Account Management teams have the insights, targets, tools, and playbooks to drive results in their markets. You will report to the Director of Enterprise Operations, Hotels.

A Typical Day:

Sales Operations & Revenue Strategy

• Global Optimization Strategy: Define and execute the operating strategy for the supply optimization program, aligning regional priorities with global goals and driving a consistent, high-performing approach across markets.
• Lever Ownership: Own the optimization lever framework, including pricing competitiveness, discount adoption, and other hotel-facing levers. Advise leadership and regional teams on which levers to activate for specific markets, segments, and hotel types.
• Account Management Operations: Be the operational partner to Account Management teams. Build the segmentation, prioritization, reporting, and playbooks that help account managers focus on the right hotels and the right actions.
• Program Performance & Adoption: Track program health end to end, from hotel eligibility through adoption and realized impact. Identify drop-off points and drive cross-functional fixes that improve adoption, retention, and results.
• Goal Setting, Forecasting & Capacity: Translate business targets into regional and account-level goals for optimization. Lead forecasting and capacity planning so Account Management and vendor partners are resourced and on track.
• Incentives & Performance Management: Partner with Finance and leadership to design and evaluate incentive and performance programs for account management teams, ensuring they reward the right behaviors across regions.
• Analysis, Modeling & Insights: Build your own models and frameworks to size opportunities, measure lever impact, run scenarios, and test hypotheses. Go beyond existing reporting to produce original analysis, and turn it into clear recommendations that shape leadership decisions and resource allocation.
• Cross-Functional Collaboration: Serve as the primary global point of contact for hotel optimization operations, ensuring alignment, data integrity, and clear communication across sales, account management, product, marketing, analytics, and finance.

Your Expertise:

• 12+ years in revenue operations, sales operations, account management operations, or a related field, ideally in a high-growth, global environment. Hospitality, OTA, or marketplace experience preferred.
• Proven ability to run and improve a complex, multi-stage program with measurable impact on adoption, revenue, or supply quality.
• Working knowledge of hotel pricing and revenue management concepts (rate strategy, rate plans, promotions, parity, distribution channel performance) and how they connect to marketplace outcomes.
• Strong strategic and analytical skills, with the ability to turn complex performance data into clear insights that drive decisions.
• Experience with goal setting, forecasting, capacity planning, and incentive or performance programs.
• Excellent cross-functional collaboration skills across account management, product, marketing, tech, analytics, and finance.
• Strong written and verbal communication, including the ability to present to and influence senior leadership.
• Strong modeling skills: comfortable building analyses from scratch. Proficiency in Excel and SQL required; BI tools (Tableau, Looker) a plus.
• Proficiency in CRM and performance management systems (e.g., Salesforce).
• Experience working in or with global, matrixed organizations and navigating regional differences in go-to-market approaches.
• Ability to operate at both the strategic and executional level — you can set the vision and get into the details to make it happen.

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

$204,000 — $249,000 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.