Senior Sales Operations Lead at Airbnb in United States

Job description

• 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.

Responsibilities

• 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 regions.
• Goal Setting & Forecasting: Own rep-level goal setting for the Hotels acquisition team, translating business targets into individual quotas across regions. Lead acquisition forecasting, pipeline analysis, and capacity planning to ensure field teams and vendor partners are resourced and on track to deliver against plan.
• Lead Prioritization & Workflow Optimization: Work with marketing, product, tech, and vendor teams to drive lead scoring, prioritization, and workflow optimization — maximizing conversion rates and sales team efficiency across the funnel.
• Analysis, Modeling & Insights: Build your own analytical models and frameworks to understand acquisition performance — going beyond available reporting to generate original analysis, size opportunities, model scenarios, and surface insights that don't yet exist. Translate findings into clear, actionable recommendations that influence business decisions and resource allocation at the leadership level.
• Cross-Functional Collaboration: Serve as the primary global point of contact for Hotels acquisition operations, ensuring alignment, data integrity, and clear communication across regional and global stakeholders including sales, marketing, product, analytics, and finance.
• Lever Expertise: Serve as the internal subject matter expert on hotel acquisition levers — advising leadership and regional teams on which levers to activate for specific markets, segments, and growth opportunities.

Requirements

• 12+ years of experience in sales operations, revenue operations, or a related field, ideally in a high-growth, global environment; experience in travel, OTA, or marketplace environments preferred.
• Proven ability to own and optimize a complex, multi-stage global sales funnel with measurable impact on conversion and growth.
• Strong strategic and analytical skills — you can translate complex performance data into clear business insights and drive decisions across organizations.
• Experience designing and managing incentive programs, quota setting, and forecasting processes in a sales or revenue operations context.
• Excellent cross-functional collaboration skills, with experience working across sales, marketing, product, tech, analytics, and finance.
• Strong written and verbal communication skills, including the ability to present to and influence senior leadership.
• Strong analytical and modeling skills — comfortable building your own models, frameworks, and analyses from scratch, not just interpreting existing reports. Proficiency in Excel and SQL required; experience with BI tools (e.g., Tableau, Looker) a plus.
• Proficiency in CRM and performance management systems (e.g., Salesforce); strong data literacy required.
• Experience working in or with global, matrixed organizations and navigating regional differences in go-to-market approaches.
• Ability to operate at both the strategic and executional level — you can set the vision and get into the details to make it happen.

Skills

Required

• Proficiency in Excel and SQL
• Strong data literacy
• Strong strategic and analytical skills

Benefits

• 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 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.
• $204,000—$249,000 USD