Senior Sales Operations Lead at Airbnb

Source: Airbnb’s job board on Greenhouse, checked today.

Written by the listing’s owner or source, not by Openpath.

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: Hotels represent one of Airbnb's most exciting growth frontiers, bringing professional hospitality partners onto the platform and making it possible for guests to choose Airbnb for every kind of trip. By ensuring a robust and exceptional hotel supply, the Revenue Operations team plays a critical role in shaping Airbnb's future and delivering on its mission to create a world where anyone can belong anywhere. 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. We own critical growth levers that ladder directly into business goals, and we build the central infrastructure that powers in-market execution for field teams worldwide. The Difference You Will Make: Optimized hotel supply is one of the most important drivers of Hotels performance at Airbnb, and this role sits at the center of that effort. 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. You will report to the Director of Enterprise Operations, Hotels. A Typical Day: Sales Operations & Revenue Strategy Global Optimization 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. …