Senior Sales Operations Lead

airbnb, Inc.; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Airbnb is seeking a Senior Sales Operations Lead to drive the Acquisition Sales Operations team, focusing on defining and implementing sales strategies that support global revenue targets. The ideal candidate will have extensive experience in sales operations and team management, using data-driven insights to enhance performance.

Benefits

Employee Travel Credits

Bonus and equity options

Qualifications

• 12+ years of experience in related roles.
• At least 5 years of experience managing teams.
• Strong problem solving and analytical skills.

Responsibilities

• Lead the Acquisition Sales Operations team across multiple regions.
• Design and implement comprehensive market entry strategies.
• Develop and execute a territory planning strategy.

Skills

Analytical skills

Project management

Problem solving

Team management

Communication

Tools

Tableau

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:

Every day, Airbnb hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way. Since our founding, more than 5 million hosts have welcomed over 1.5 billion guest arrivals in almost every country across the globe.

The Supply Stays Team ensures that Airbnb is locally relevant and serves the needs of our global hosts and guests, helping regions more efficiently plan and execute growth strategies across Supply Stays in a way that will resonate with our communities.

The Difference You Will Make:

As the Senior Sales Operations Lead you will lead the Acquisition Sales Operations team across multiple regions. You will be responsible for defining, articulating, and adjusting our sales operations strategy to support our global revenue goals and sales targets/company-wide objectives. In this role, you will need to design and implement comprehensive market entry strategies, including market analysis, competitive landscape assessment, and go-to-market plans.

A Typical Day:

• Build coherent, scalable and high productivity Acquisition Go-To-Market across automated and human-driven approaches - including by innovating and scaling effective lead generation, prospecting and sales channels (e.g. field, inside, outsourced, partner and product-led sales)
• Diagnose opportunities to strengthen global Go-to-Market performance including through identifying levers to optimize resource allocation and/or design
• Partner with Supply, Global Markets, and Product Leadership to develop go-to-market strategies and ensure the successful execution on key initiatives and product launches.
• Develop and execute a territory planning strategy, ensuring optimal coverage, resource allocation, and sales performance through effective Go-to-Market design, strategy & operations
• Apply a data-driven approach to optimize lead assignment and quota planning, in partnership with Sales leadership and Finance to drive continuous growth, return and sales/ Go-To-Market productivity
• Lead and develop a team of Sales Operations professionals
• Identify, scope and drive strategic growth initiatives and projects to improve business performance
• Design new KPIs and leverage existing reporting and analytics on key metrics such as pipeline, sales productivity, sales velocity, etc. to identify insights, implications, and actions to optimize performance.
• Work cross-functionally to design and implement new processes related to account segmentation, data management, productivity enhancements, etc.
• Define global go-to-market strategy and operating plan inclusive of segmentation, coverage, routes to market, roles, incentives, enablement growth drivers, and strategic initiatives.
• Lead operating rhythm including annual planning execution, forecasting, pipeline reviews and business reviews in partnership with Supply leadership, Finance, and Global Revenue Operations teams
• Ensure effective delivery of Supply plan org objectives through x-functional partnership, oversight and support to course correct where required to land performance

Your Expertise:

• 12+ years of experience in related roles (e.g., Strategy and planning, Sales Ops, Rev Ops, Financial Planning & Analysis and/or Analytics)
• At least 5 years of experience managing teams
• Strong problem solving and analytical skills including designing, developing and evolving financial/business models.
• Ability to structure and execute complex analyses and synthesize into clear, actionable insights with business impact
• Familiar with Business Intelligence & Data visualization tools (e.g., Tableau) and Sales/Marketing technology
• Excellent verbal and written communications skills, including presentation skills to all levels within the organization
• Experience interacting with senior stakeholders within the organization
• Strong project management skills and drive for ownership and results
• Ability to prioritize and multi-task and to work in a dynamic, fast-changing entrepreneurial environment
• Develop and monitor metrics, dashboards and reporting tools to improve Field productivity and efficiency across the customer lifecycle.
• Demonstrated success in creating and driving operational rigor and excellence while building trusted relationships with key stakeholders to maximize sales productivity and remove friction from operational processes to support long-term durable growth of the business.

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.

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.