Senior Sales Operations Lead
New
A
AirbnbHospitality marketplace
US - Remote Eligible. You must live in a state where Airbnb, Inc. has a registered entity.Full-TimeLead
SalaryThe base pay range is $204,000 — $249,000 USD
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Job Details
- Experience
- 12+ years in revenue operations, sales operations, account management operations, or a related field
- Required Skills
- SQLSalesforceMicrosoft Excel
Requirements
- Have 12+ years of experience in revenue operations, sales operations, account management operations, or a related field.
- Bring experience in a high-growth, global environment; hospitality, OTA, or marketplace experience is preferred.
- Demonstrate the ability to run and improve a complex, multi-stage program with measurable impact on adoption, revenue, or supply quality.
- Have working knowledge of hotel pricing and revenue management concepts, including rate strategy, rate plans, promotions, parity, and distribution channel performance.
- Bring strong strategic and analytical skills and the ability to turn complex performance data into clear insights.
- Have experience with goal setting, forecasting, capacity planning, and incentive or performance programs.
- Build analyses and models from scratch; proficiency in Excel and SQL is required.
- Have proficiency in CRM and performance management systems such as Salesforce.
- Be experienced working in or with global, matrixed organizations and navigating regional go-to-market differences.
- Be able to operate at both strategic and executional levels.
Responsibilities
- Define and execute the global operating strategy for the hotel supply optimization program, aligning regional priorities with global goals.
- Own the optimization lever framework, including pricing competitiveness, discount adoption, and other hotel-facing levers.
- Advise leadership and regional teams on which levers to activate for specific markets, segments, and hotel types.
- Build segmentation, prioritization, reporting, and playbooks to help account managers focus on the right hotels and actions.
- Track program health from hotel eligibility through adoption and realized impact, and drive cross-functional fixes.
- Translate business targets into regional and account-level goals, and lead forecasting and capacity planning.
- Partner with Finance and leadership to design and evaluate account management incentive and performance programs.
- Build models and frameworks to size opportunities, measure lever impact, run scenarios, and test hypotheses.
- Turn original analysis into recommendations that shape leadership decisions and resource allocation.
- Serve as the global point of contact for hotel optimization operations across sales, account management, product, marketing, analytics, and finance.
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