[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 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.

A Typical Day

• Sales Operations & Revenue 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.

Qualifications

• 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.

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.

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.

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, 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