[Hiring] Senior Demand Generation Specialist @Airbnb

Role Description

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.

Qualifications

• 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.

Benefits

• 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.

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.

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.

A Note on Recruiting Scams

Scammers sometimes pose as Airbnb recruiters to get money or personal information from candidates. A few things that will always be true for Airbnb’s hiring process: our open roles are posted on Airbnb’s Career’s Page at careers.airbnb.com, and our recruiters correspond only from @airbnb.com or @ext.airbnb.com email addresses. Our recruiters will never ask for your Social Security number, bank account details, passport, or payment app information while you are interviewing. We’ll also never ask you to pay a fee, send money, deposit or cash a check, or purchase work-related equipment (such as a company laptop) during the interview process. We encourage candidates to remain vigilant of these recruiting scams and not share sensitive information if you do not believe an individual is actually affiliated with Airbnb.