Remote Job Description

Location: California, Georgia and New York

Due to the nature of this position, the successful applicant will need to be based in California, Georgia or New York to be able to conduct their work. Currently, employees can not be located in: Alaska, Indiana, Nebraska, North Dakota, Ohio, South Dakota, Wisconsin, Alabama, Mississippi, Oklahoma, Delaware And Rhode Island. This list is continuously being updated, please check back with us if the state you live in is on the exclusion list.  If your position is employed by another Airbnb entity, your recruiter will inform you what states you are eligible to work from. 


The Airbnb Hotels organization, which includes HotelTonight, is a fun, entrepreneurial, start-up team where you can have outsized impact. Simplicity is at the core of our products. We pride ourselves on delivering the smoothest and most intuitive hotel booking experience. For hotels, we make it easy to drive incremental bookings so they can focus on the craft of hosting. We aspire to facilitate hotel discovery and serendipity at scale, benefitting guests and hotel partners.


As the Enterprise Account Lead, you are responsible for the management, enablement, and performance management of strategic supply partnerships, including distribution software (APIs), 3rd party affiliates, large hotel chains and group management companies. You will manage some of the largest and most impactful deals, bringing consistent hotel supply to the Hotels category. You should have superb negotiation skills and a quick mind for evaluating the economics of deals.

You will help resolve challenges and ensure that partners feel valued and supported by our platform. This will include regular partner meetings in which you will review performance and opportunities to optimize on our platform. Ultimately, you are responsible for growing and supporting this business.


  • Act as player/coach with your team of Enterprise account managers to further our strategic partnerships
  • Own the strategy and execution for a portfolio of partners (hotel chains, management companies, connectivity partners and affiliates) on behalf of HotelTonight & Airbnb
  • Define and implement a win-win strategy for accounts that drives value to all parties and positions on HotelTonight & Airbnb as a top strategic partner across partners
  • Understand the needs of different functions within the partner organization and convert them into impactful action plans. Through your action plans, you deliver on short-term milestones while simultaneously advancing long-term goals (win a marathon vs. sprint) 
  • Set joint goals with partners and build a collaborative plan to help ensure they meet their goals
  • Conduct regular business reviews, formal presentations for internal and external purposes.
  • Assist partner in navigating technical challenges; always be solutions oriented and partner first
  • Work with partners to ensure that the partnership is held to the highest industry standards and that commercial agreements as well as SLAs (onboarding, feature use, optimization, builds) are met based on mutually agreed upon timelines. 
  • Conduct regular business reviews, formal presentations for internal and external purposes.
  • Develop KPIs in partnership with our leadership and regional teams and measure success against those KPIs.
  • Develop business plans in collaboration with partners with clear objectives and commitments around marketing, technical health, connectivity feature development and business growth;
  • Monitor partner needs and work closely with Product, Technical Support, and Market Managers to address unmet needs or future planning. 
  • Leverage data to make decisions on how to best expand and enhance professional accommodation supply through existing partnerships. 
  • Monitor and analyze over/underperformance, market trends, growth opportunities or anomalies and regularly communicate performance to regional leaders and executives leveraging available production data and global market insight. 
  • Act as a thought leader and central point person across the org on our strategy and communicate impact to relevant teams in a timely and clear manner.

  • 9-10+ years of professional experience, with a focus on owning client relationships and business strategy
  • Previous hospitality experience is a plus
  • The ability to get things done and navigate shifting priorities, projects and deadlines 
  • Excellent communication, organizational, and analytical skills; detail-oriented but moves fast
  • Ability to establish strong relationships with and influence strong relationships with senior-level hotel executives
  • You are able to operate as “player/coach” if needed and be a resource to the Market Managers & Market Coordinators on the team
  • Familiarity with leading complex and/or cross-functional projects from concept to inception
  • Capacity to balance day-to-day responsibilities with longer-term strategic execution
  • You’re a quick learner and you’re fearless about doing whatever it takes to get the job done, even if it means making mistakes along the way. Proactivity is key.
  • Flexibility to travel 10% of the time

Our job titles may span more than one career level. The starting base pay for this role is between $150,000 and $190,000. 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.  


Airbnb is committed to working with the best and brightest people from the broadest talent pool possible. We believe a diversity of ideas fosters innovation and engagement, and allows us to attract the best people, and to develop the best products, services and solutions. All qualified individuals are encouraged to apply. If you need assistance, or a reasonable accommodation during the application and recruiting process, please contact us at: