Senior Enterprise Account Manager

About the role

Airbnb’s Hotels team is expanding its presence in the hotel sector across APAC. As a Senior Enterprise Account Manager you will lead the acquisition, onboarding and optimisation of regional and global hotel group partnerships, driving incremental bookings and revenue for both Airbnb and its hotel partners.

Key responsibilities

• Own the end‑to‑end lifecycle of newly acquired enterprise partnerships, from lead generation to optimisation.
• Develop and execute win‑win strategies and mutual account plans that meet Airbnb’s objectives and partner KPIs.
• Negotiate commercial agreements and service level agreements with hotel groups to unlock new revenue opportunities.
• Leverage data and market insights to monitor performance, identify growth opportunities and report results to senior leadership.
• Collaborate with internal teams—including Market Management, Product and Operations—to ensure seamless execution and scaling of partnership initiatives.
• Conduct regular business reviews and formal presentations for both internal stakeholders and external partners.

Required profile

• 8+ years of enterprise or strategic partnership account management experience, preferably in travel or hospitality.
• Deep understanding of the APAC hospitality ecosystem and an extensive network of hotel contacts.
• Proven ability to structure, negotiate and close complex, high‑value deals at the C‑suite level.
• Strong analytical skills with the capability to use data to drive decisions and optimise revenue.
• Excellent communication, presentation and executive influencing skills.
• Willingness to travel up to 40 % of the time.