At a glance
- Workplace
- Remote
- Location
- Remote
- Salary
- USD 204,000-249,000 · Base salary
About the role
- The Senior Sales Operations Lead, Hotels Optimization owns the global operations strategy for the supply optimization program at Airbnb.
- The role sits at the center of Airbnb's hotels growth efforts, partnering across Account Management, Product, Marketing, and Analytics to help hotels price competitively and use every available lever to grow.
- Responsibilities include translating data into decisions, defining the operating strategy, and ensuring Account Management teams have the insights, targets, tools, and playbooks to drive results.
Responsibilities
- 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.
- Own the optimization lever framework, including pricing competitiveness, discount adoption, and other hotel-facing levers, and advise leadership and regional teams on activation.
- Build the segmentation, prioritization, reporting, and playbooks that help account managers focus on the right hotels and the right actions as an operational partner.
- Track program health end to end, from hotel eligibility through adoption and realized impact, identifying drop-off points and driving cross-functional fixes.
- Translate business targets into regional and account-level goals for optimization, and lead forecasting and capacity planning for Account Management and vendor partners.
- Partner with Finance and leadership to design and evaluate incentive and performance programs for account management teams.
- Build original models and frameworks to size opportunities, measure lever impact, run scenarios, test hypotheses, and turn insights into clear recommendations.
- 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.
Requirements
- 12+ years in revenue operations, sales operations, account management operations, or a related field
- 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 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 and comfort building analyses from scratch
- Proficiency in Excel and SQL
- Proficiency in CRM and performance management systems
Preferred qualifications
- Hospitality, OTA, or marketplace experience
- BI tools proficiency such as Tableau or Looker
Benefits
- Bonus
- Equity
- Benefits
- Employee Travel Credits
Workplace
- Position is US - Remote Eligible
- May include occasional work at an Airbnb office or attendance at offsites
Skills
- Excel
- SQL
- Tableau
- Looker
- Salesforce
- CRM
