[Hiring] Senior Sales Operations Lead @Airbnb

Role Description

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.

As Sr. Lead, Revenue Operations – Hotels Acquisition, you will own the global acquisition operations strategy, partnering with regional sales leaders, marketing, product, and central analytics teams to drive funnel performance, optimize conversion, and scale what works across markets.

You will serve as the global subject matter expert on hotel acquisition levers, ensuring field teams have the tools, targets, and support they need to perform.

Qualifications

• 12+ years of experience in sales operations, revenue operations, or a related field, ideally in a high-growth, global environment; experience in travel, OTA, or marketplace environments preferred.
• Proven ability to own and optimize a complex, multi-stage global sales funnel with measurable impact on conversion and growth.
• Strong strategic and analytical skills — able to translate complex performance data into clear business insights.
• Experience designing and managing incentive programs, quota setting, and forecasting processes in a sales or revenue operations context.
• Excellent cross-functional collaboration skills, with experience working across sales, marketing, product, tech, analytics, and finance.
• Strong written and verbal communication skills, including the ability to present to and influence senior leadership.
• Strong analytical and modeling skills — comfortable building your own models, frameworks, and analyses from scratch.
• Proficiency in Excel and SQL required; experience with BI tools (e.g., Tableau, Looker) a plus.
• Proficiency in CRM and performance management systems (e.g., Salesforce); strong data literacy required.
• 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.

Requirements

• Define and execute the strategic vision for Hotels acquisition operations globally.
• Own the global Hotels acquisition funnel from lead generation through contract signed.
• Partner with the Hotels Onboarding program to ensure a seamless handoff from acquisition to onboarding.
• Partner with finance and sales leadership to design, manage, and evaluate sales incentive compensation programs.
• Own rep-level goal setting for the Hotels acquisition team, translating business targets into individual quotas.
• Work with marketing, product, tech, and vendor teams to drive lead scoring, prioritization, and workflow optimization.
• Build analytical models and frameworks to understand acquisition performance.
• Serve as the primary global point of contact for Hotels acquisition operations.
• Serve as the internal subject matter expert on hotel acquisition levers.

Benefits

• Base pay range: $204,000 — $249,000 USD.
• Role may also be eligible for bonus, equity, benefits, and Employee Travel Credits.

Company Description

Airbnb was born in 2007 and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals globally. The Community You Will Join focuses on bringing professional hospitality partners onto the platform, ensuring a robust and exceptional hotel supply.