Senior Sales Operations Lead

About Airbnb and the Team

Founded in 2007, Airbnb has expanded to over 5 million hosts worldwide with more than 2 billion guest arrivals, offering unique stays that help travelers connect authentically with communities. The Hotels segment is a vital growth area, integrating professional hospitality partners to enhance guest experiences across all types of trips. The Revenue Operations group supports this growth by developing top-tier Sales, Onboarding, and Account Management systems, ensuring exceptional hotel supply availability globally.

Role Overview

As the Senior Lead for Revenue Operations focused on Hotels Acquisition, you will direct global strategies to optimize hotel supply acquisition across markets. This pivotal role involves collaborating with sales, marketing, product, and analytics teams to improve funnel performance, increase conversion rates, and implement successful practices worldwide. Reporting to the Director of Revenue Operations, you will act as the foremost expert on acquisition tactics, translating data insights into actionable strategies and providing essential tools and goals for sales teams globally.

Key Responsibilities

• Develop and implement the worldwide acquisition strategy ensuring alignment of regional initiatives with global objectives and maintaining a high standard of execution across all markets.
• Manage the entire Hotels acquisition funnel from lead generation through contract finalization, monitoring key metrics to detect drop-offs and spearheading cross-team initiatives for performance improvements.
• Collaborate with the Hotels Onboarding team to facilitate a smooth transition from acquisition to live onboarding, aiming to reduce the time from contract to activation and identify issues causing delays.
• Design and oversee sales incentive programs with finance and sales leadership to motivate the acquisition team, align incentives with business goals, and drive desired behaviors.
• Set individual sales targets by converting business objectives into quotas, lead acquisition forecasting, analyze pipeline status, and ensure resource planning meets sales goals.
• Optimize lead management by working with marketing, product, technology, and vendors to enhance lead scoring, prioritization, and workflow efficiency, raising conversion rates and sales productivity.
• Develop original analytical models to evaluate acquisition effectiveness, predict opportunities, simulate scenarios, and deliver insights that guide leadership decisions and resource allocation.
• Act as the global liaison for Hotels acquisition operations, fostering clear communication, coordination, and data consistency among global and regional stakeholders including sales, marketing, product, analytics, and finance teams.
• Provide expertise on acquisition levers to advise leadership and regional teams about tailored strategies for distinct markets and segments.

Required Qualifications and Skills

• Over 12 years of expertise in sales or revenue operations, preferably within fast-growing, global organizations, and ideally with experience in travel, online travel agencies, or marketplaces.
• Demonstrated ability to manage and enhance a complex, multi-stage global sales funnel, driving measurable improvements in conversion and business growth.
• Strong strategic thinking combined with advanced analytical capabilities to convert complex data into impactful business insights and lead decision-making.
• Experience creating and managing sales incentive schemes, quota systems, and forecasting in an operational setting.
• Proven capacity to collaborate effectively across diverse teams such as sales, marketing, product development, technology, analytics, and finance.
• Excellent communication skills, capable of articulating strategies and influencing senior leadership through clear presentations.
• Advanced analytical and modeling proficiency, including building custom models from the ground up; expertise in Excel and SQL is essential, with familiarity in BI tools like Tableau or Looker as an advantage.
• Competence in using CRM and performance management software (e.g., Salesforce) and strong data literacy.
• Experience operating within complex, matrixed global organizations and adapting tactics to regional market differences.
• A blend of strategic leadership and detailed execution skills to drive both vision and results.

Additional Details and Benefits

This position is remote within the United States; candidates must reside in states where Airbnb maintains a registered legal entity. The role may occasionally require visiting Airbnb offices or attending company events, as coordinated with management. Airbnb embraces diversity and inclusion, encouraging all qualified candidates to apply. Accommodation requests during recruitment due to disability can be directed to the company with specified requirements.

Compensation for this role ranges from $204,000 to $249,000 annually and may include bonuses, equity, benefits, and employee travel credits. The final base pay depends on various factors, including background, skills, experience, and market conditions.