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:
Our EMEA Key Account Management Team is growing and we want you to be part of it!
The EMEA Key Accounts team manages the partnerships with Regional API Software providers and Enterprise Property Managers. The key goal is to grow the share of high quality stays by optimising supply at scale leveraging strategic account management, programs, incentives, and product solutions.
The Difference You Will Make:
As a Senior Key Accounts Manager, you will be managing partner relationships with strategic Enterprises & API Connectivity partners. You will be responsible for recruitment, enablement and optimization of our strategic partnerships and become their trusted advisor with the aim to become their number one partner and accelerate growth and performance on both sides. You will be reporting to the Key Accounts Team Lead, EMEA.
This role is based in Paris (hybrid, 2-3 days a week in the office), and is not eligible for relocation support.
A typical day:
- Own a portfolio of Airbnb’s key partners and act as the key representative for these partners.
- Execute a global win-win strategy for your portfolio that drives value to all parties and positions Airbnb as a top strategic partner across all distribution channels.
- Develop strong and trusting relationships with executives and decision makers/key influencers within your API & Enterprise customers portfolio, ensure that the partnership is held to the highest industry standards and that commercial agreements as well as SLAs are met.
- Analyze data and utilize data-driven recommendations to identify and action on strategic growth opportunities
- Work with quarterly goals, measure success against performance KPIs, feature adoption and supply acquisition growth.
- Support partners through deep understanding of API and technical integrations
- Educate clients on our product roadmap and all significant product changes to accelerate feature adoption with the aim to excel our mutual guest experience
- Represent Airbnb in external meetings and industry events
Your expertise:
- 8+ years of professional experience in Strategic Partnership, Key Account Management and/or Connectivity role at a global technology or tech hospitality company
- Fluent verbal/written communication and presentation skills in both English and French
- Exceptional stakeholder management across both internal and external audiences
- Experience with API integrations a plus
- World class account management experience with strong track record of successfully growing a book of business/geographic area and building enduring and successful client relationships
- Experience in the hospitality technology space, knowledge of OTA specifications
- Experience in analyzing, structuring and negotiating complex deals that align across multiple business unit needs
- Extremely data driven in the decision-making process to ensure timely, impactful and accurate actions are taken.
- Experience working cross-functionally with product, tech, legal, marketing, sales operations and enablement teams.
- Ability to manage complex projects and multi-task with excellent organizational skills, in a fast-paced, dynamic and ever changing startup environment.
- Strong executive presence and the ability to effectively influence top leaders internally and within the industry.
- Passion for Airbnb, travel, and the sharing economy
- Previous experience as product manager, working with product teams is a plus
- Ability to travel at least 25% of the time
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.
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 shown below is annualized, 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.
Reasonable Accommodations: We are committed to providing reasonable accommodations throughout the recruitment process for applicants with disabilities. If you need assistance, or an accommodation, please let your recruiter know once you are contacted about a role.
A Note on Recruiting Scams: Scammers sometimes pose as Airbnb recruiters to get money or personal information from candidates. A few things that will always be true for Airbnb’s hiring process: our open roles are posted on Airbnb’s Career’s Page at careers.airbnb.com, and our recruiters correspond only from @airbnb.com or @ext.airbnb.com email addresses. Our recruiters will never ask for your Social Security number, bank account details, passport, or payment app information while you are interviewing. We’ll also never ask you to pay a fee, send money, deposit or cash a check, or purchase work-related equipment (such as a company laptop) during the interview process. We encourage candidates to remain vigilant of these recruiting scams and not share sensitive information if you do not believe an individual is actually affiliated with Airbnb.
Skills Required
- 8+ years of professional experience in strategic partnerships, key account management, and/or connectivity roles
- Fluent verbal and written communication in English and French
- Exceptional internal and external stakeholder management
- Experience with API integrations
- World-class account management experience with a record of growing a book of business or geographic area
- Experience building enduring client relationships
- Experience in hospitality technology and knowledge of OTA specifications
- Experience analyzing, structuring, and negotiating complex deals
- Strong data-driven decision-making skills
- Experience working cross-functionally with product, technology, legal, marketing, sales operations, and enablement teams
- Ability to manage complex projects and multitask in a fast-paced startup environment
- Strong executive presence and ability to influence senior leaders
- Ability to travel at least 25% of the time
- Spanish language fluency
- Previous product manager experience or experience working with product teams
Airbnb Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Airbnb and has not been reviewed or approved by Airbnb.
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Fair & Transparent Compensation — Pay ranges and total compensation components are increasingly disclosed, and country-level pay practices avoid location-based cuts, which feedback suggests improves consistency and perceived fairness.
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Healthcare Strength — Comprehensive core health coverage for employees, mental health resources, and substantial dependent support are repeatedly highlighted as robust and a standout element of the package.
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Leave & Time Off Breadth — Generous PTO, a winter shutdown, sabbaticals, and paid volunteer time are described as extensive, with parental leave and phased return options reinforcing time-off flexibility.
Airbnb Insights
What We Do
Airbnb is a community based on connection and belonging—a community that was born in 2008 when two hosts welcomed three guests to their San Francisco home, and has since grown to 4 million hosts who have welcomed over 800 million guest arrivals to about 100,000 cities in almost every country and region across the globe. Hosts on Airbnb are everyday people who share their worlds to provide guests with the feeling of connection and being at home. At Airbnb, we believe that hosts, guests and the communities where we operate are all stakeholders we have a responsibility to serve, and that by serving them alongside our employees and investors, we will build an enduringly successful company.
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