Senior Market Manager, Hotels

About the role

You will lead the expansion of the hotel sector for Airbnb within the Australia and New Zealand region. This role is centered on unlocking significant growth by increasing the breadth and depth of our hotel inventory across the market. You will act as an entrepreneurial leader responsible for forging strong and enduring partner relationships with key hotel stakeholders. A core part of this position involves driving bookings and revenue through innovative strategies and a deep understanding of the hospitality landscape. You will own the end-to-end management of the hotel sales pipeline from initial outreach to conversion and expansion. This role requires a proactive mindset to identify opportunities and remove barriers to growth in a dynamic environment. You will be accountable for exceeding established quarterly sales targets through disciplined execution and relationship management. Ultimately, you will represent the Airbnb Hotels vision and strategy at the highest levels of the industry.

Key facts

What you'll do

• Orchestrate and expand partner relationships to achieve and surpass quarterly sales targets for hotel supply.
• Execute high-level prospecting and deliver executive-level pitch meetings to senior hotel decision-makers.
• Conduct comprehensive business reviews and facilitate optimization calls with existing partners, including targeted in-person support where required.
• Architect and maintain a robust pipeline of prospective hotel partners and skillfully convert them into active supply on the platform.
• Serve as the primary educator for partners on new product updates and effectively relay strategic feedback to internal product and policy teams.
• Leverage advanced data analysis to identify high-growth opportunities and optimize resource allocation for maximum impact.
• Partner closely with cross-functional teams including product, marketing, legal, tax, and public policy to ensure alignment.
• Act as the Airbnb brand ambassador by representing the company at major industry conferences and key external meetings.
• Develop strategic account plans for key hotel groups to ensure retention, growth, and market share expansion.
• Analyze competitive positioning within the hotel sector to refine our value proposition and market approach.
• Implement forecasting models to predict supply trends and inform strategic hiring or operational adjustments.
• Drive initiatives to improve the partner experience from onboarding through to long-term relationship management.
• Collaborate on the creation of sales tools and collateral that empower partners to make informed booking decisions.
• Monitor market velocity and adjust go-to-market strategies in response to evolving industry conditions and regulations.

Requirements

• Possess 7+ years of demonstrable experience in business acquisition, new sales, and complex account management roles.
• Show a proven ability to effectively manage a multi-stage leads pipeline and a diverse book of business.
• Exhibit strong quantitative skills with a demonstrated capacity to apply data insights to drive daily operational decisions.
• Thrive in environments requiring operation at both strategic and tactical levels, especially when navigating ambiguous and fast-changing scenarios.
• Have a history of successful cross-functional collaboration across various business units and departments.
• Communicate with excellence through phone, email, and in-person interactions with stakeholders at all levels.
• Display outstanding time management and the capability to prioritize multiple high-impact initiatives simultaneously.
• Must be fully fluent in English for all professional communications and documentation.
• Have the legal right to work in Australia without sponsorship requirements for the position advertised.
• Be prepared to undergo background checks as part of the standard hiring process for this role.
• Demonstrate a deep understanding of the principles of revenue management within the hospitality sector.
• Maintain a high level of professionalism and integrity in all interactions with internal and external partners.
• Show adaptability and a learning mindset to quickly master Airbnb's products, policies, and internal procedures.

Nice to have

• Bring 3+ years of specialized experience working within the travel or technology sectors to the role.
• Show prior experience using Salesforce or similar CRM software to manage complex sales pipelines.
• Have personal experience as an Airbnb host to better understand the host and guest perspectives.

Practical notes

• This role is based in Sydney, Australia, where Airbnb has a registered entity capable of sponsoring employment.
• Engagement for this position is Full-time, with standard working hours applicable in the designated location.
• Airbnb is an Equal Employment Opportunity employer and is committed to providing reasonable accommodations for candidates with disabilities throughout the recruitment process.