Senior Manager, Sales Operations

The Community You Will Join:

The Chief Business Officer organization plays a pivotal role in driving the company’s growth and expansion efforts worldwide. Our teammates work on commercializing Airbnb’s new and existing businesses, helping Airbnb expand beyond its core offering as a place to stay. This includes recruiting and developing Airbnb’s global supply of high-quality stays, Experiences, and services, and executing Airbnb’s global in market strategy. With this focus on business strategy, quality supply and international expansion, the team is leading the way for Airbnb’s continued growth and facilitation of millions more host and guest connections.

Every day, Airbnb hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way. Since our founding, more than 5 million hosts have welcomed over 1.5 billion guest arrivals in almost every country across the globe. The Supply Stays Team ensures that Airbnb is locally relevant and serves the needs of our global hosts and guests, helping regions more efficiently plan and execute growth strategies across Supply Stays in a way that will resonate with our communities.

The Difference You Will Make:

As the Senior Manager, Sales Operations, you will lead the Sales Operations team across multiple regions. You will be responsible for driving the delivery of centrally run strategic programs, as well as defining and executing local market strategies that will play a key role in accelerating Airbnb's growth. You should be comfortable with a variety of go to market strategy definitions, familiar with sales methodologies, best practices, sales metrics and cycles.  You will partner with Suppy Leadership in the development of the global strategy as well as the day to day operational running of the global Supply team.

A Typical Day: 

• Build, lead and mentor a team of experienced Sales Operations leads globally driving operational excellence and accountability.
• Drive the strategic evolution of how we motivate, and set goals for, our Airbnb field sales professionals to win in their marketplaces and achieve company objectives.  
• Drive the execution and operationalization of central programs and strategies for Supply
• Conduct in-depth business analysis and develop a deep understanding of key value drivers to identify growth opportunities. Develop key insights for executive-level presentations and drive critical business decisions.
• Own clear communication from the region to global teams regarding performance against monthly and annual targets. Identify reporting issues, gaps in processes, and drive timely resolution.
• Partner with relevant stakeholders to build models that forecast near and long-term sales revenue, profit, and ROI.
• Manage the run the business needs of the Supply team (setting quotas, utilizing insights and tools to drive business performance, evaluating and measuring field performance, cadenced business reporting, territory design, resourcing).
• Support the creation of regional execution of sales and account management playbooks.

Your Expertise:

• 12+ years of experience in sales operations, At least 5 years of experience managing teams 
• Strong problem solving and analytical skills including designing, developing and evolving financial/business models.
• Develop and monitor metrics, dashboards and reporting tools to improve Field productivity and efficiency across the customer lifecycle.
• Experience across the Customer Lifecycle with pre-sales, sales and customer success teams.
• Demonstrated success in creating and driving operational rigor and excellence while building trusted relationships with key stakeholders to maximize sales productivity and remove friction from operational processes to support long-term durable growth of the business.
• Track record of working closely with senior leadership and acting as a thought partner to Directors, Regional Directors, and VPs to inform strategy and decision-making yielding positive outcomes.
• Expert in Salesforce and GSuite; Advanced data analytics skills (e.g. SQL) a big plus.

Your Location:

This position is US - Remote Eligible. The role may include occasional work at an Airbnb office or attendance at offsites, as agreed to with your manager. While the position is Remote Eligible, you must live in a state where Airbnb, Inc. has a registered entity. Click here for the up-to-date list of excluded states. This list is continuously evolving, so 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.

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.

We strive to also provide a disability inclusive application and interview process. If you are a candidate with a disability and require reasonable accommodation in order to submit an application, please contact us at: [email protected]. Please include your full name, the role you’re applying for and the accommodation necessary to assist you with the recruiting process. 

We ask that you only reach out to us if you are a candidate whose disability prevents you from being able to complete our online application.