Senior Sales Operations Lead

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.

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.

Acquiring the right hotels in the right markets is one of the most critical drivers of Hotels growth at Airbnb – and this role sits at the center of that effort. As Sr. Lead, Revenue Operations – Hotels Acquisition, you will own the global acquisition operations strategy, partnering with regional sales leaders, marketing, product, and central analytics teams to drive funnel performance, optimize conversion, and scale what works across markets.

You will serve as the global subject matter expert on hotel acquisition levers — bringing strategic clarity to how and where we acquire supply, translating data into decisions, and ensuring field teams have the tools, targets, and support they need to perform. Reporting to the Director of Revenue Operations, Hotels, you will be a key partner to both the business and cross-functional teams, connecting global strategy to in-market execution.

Sales Operations & Revenue Strategy

• Global Acquisition Strategy: Define and execute the strategic vision for Hotels acquisition operations globally, aligning regional initiatives with global priorities and ensuring a consistent, high-performing approach across markets.

• End-to-End Funnel Ownership: Own the global Hotels acquisition funnel from lead generation through contract signed — monitoring performance at every stage, identifying drop-off points, and driving cross-functional solutions to improve conversion and velocity.

• Onboarding Handoff & Throughput: Partner with the Hotels Onboarding program to ensure a seamless handoff from acquisition to onboarding — driving throughput, minimizing time between contract signed and go-live, and surfacing acquisition-side issues that create downstream delays.

• Sales Incentive Compensation: Partner with finance and sales leadership to design, manage, and evaluate sales incentive compensation programs for the Hotels acquisition team — ensuring plans are motivating, aligned with business goals, and driving the right behaviors across