Senior Key Accounts Manager at Airbnb

Founded in 2007, Airbnb began when two hosts welcomed three guests into their San Francisco home.

Since then, the company has grown into a global travel platform connecting more than 5 million hosts with travelers worldwide, facilitating over 2 billion guest arrivals across nearly every country.

Airbnb continues to transform the travel industry by offering unique accommodations and experiences that allow guests to explore destinations, connect with local communities, and enjoy more authentic travel experiences.

About the Team

Airbnb is expanding its EMEA Key Account Management team and is seeking an experienced professional to contribute to its continued growth.

The EMEA Key Accounts team oversees strategic partnerships with regional API software providers and enterprise property management companies.

Its primary objective is to increase the availability of high-quality accommodations by improving supply performance through strategic account management, technology solutions, incentive programs, and collaborative partnerships.

Job Overview

Airbnb is recruiting a Senior Key Accounts Manager to oversee relationships with major enterprise partners and API connectivity providers across the EMEA region.

The successful candidate will be responsible for developing strategic partnerships, onboarding new partners, strengthening existing relationships, and identifying opportunities to improve business performance.

This position requires a commercially driven professional who can build strong relationships with senior stakeholders, leverage data to guide decisions, and position Airbnb as a preferred strategic partner.

The role reports directly to the Key Accounts Team Lead, EMEA, and is based in Paris, France, under a hybrid working arrangement.

Key Responsibilities

Strategic Account Management

• Manage a portfolio of Airbnb’s strategic enterprise clients and API connectivity partners.
• Serve as the primary contact and trusted advisor for assigned partners.
• Develop and implement mutually beneficial account strategies that support sustainable business growth.
• Establish and maintain strong professional relationships with executives, decision-makers, and key stakeholders.
• Ensure commercial agreements, partnership commitments, and service-level agreements (SLAs) are fulfilled.

Business Growth and Performance

• Identify new commercial opportunities and develop strategies to expand partner performance.
• Analyze business data to uncover growth opportunities and recommend effective solutions.
• Establish quarterly business objectives and evaluate performance against key performance indicators (KPIs).
• Drive property supply growth, partner engagement, and adoption of Airbnb’s products and features.
• Develop initiatives that strengthen Airbnb’s position across distribution channels.

Technical Integration and Product Adoption

• Support partners in understanding and implementing Airbnb’s API integrations and connectivity solutions.
• Collaborate with technical teams to address integration challenges and improve partner experiences.
• Communicate important product updates, platform improvements, and roadmap developments.
• Encourage partners to adopt relevant features that improve operational efficiency and guest satisfaction.

Stakeholder Engagement and Collaboration

• Represent Airbnb in strategic business meetings, partner discussions, and industry events.
• Work closely with internal teams, including Product, Engineering, Legal, Marketing, Sales Operations, and Enablement.
• Coordinate cross-functional initiatives to achieve partnership objectives.
• Negotiate complex commercial agreements that align with Airbnb’s business priorities.
• Build productive relationships with senior executives and industry leaders.

Qualifications and Requirements

Candidates should possess the following qualifications and professional experience:

• At least 8 years of professional experience in strategic partnerships, key account management, connectivity, or related roles within a global technology or hospitality technology organization.
• Excellent written and verbal communication skills in English and French.
• Demonstrated success in managing major accounts, expanding business portfolios, and maintaining long-term client relationships.
• Strong knowledge of hospitality technology, online travel agencies (OTAs), and distribution systems.
• Experience developing, evaluating, and negotiating complex commercial agreements.
• Excellent analytical abilities and a data-driven approach to business decisions.
• Strong stakeholder management skills and the ability to influence senior decision-makers.
• Experience collaborating with multidisciplinary teams across product development, technology, marketing, legal, and sales.
• Outstanding organizational and project management skills.
• Ability to manage multiple priorities in a fast-paced and evolving business environment.
• Strong leadership presence, commercial awareness, and strategic thinking capabilities.
• Genuine enthusiasm for Airbnb’s mission, travel, and the sharing economy.
• Willingness and availability to travel at least 25% of the time.

Additional Advantages

The following experience would be beneficial:

• Practical experience with API integrations and technical connectivity solutions.
• Previous experience in product management or working closely with product development teams.
• Advanced knowledge of hospitality distribution technologies and enterprise property management systems.

Salary and Benefits

Airbnb offers a competitive compensation package designed to recognize professional experience, expertise, and individual contributions.

Annual Base Salary: €74,000 – €92,000 EUR

Depending on eligibility, additional compensation and benefits may include:

• Performance-based bonuses.
• Equity opportunities.
• Employee benefits.
• Employee Travel Credits.
• Professional development and career growth opportunities.
• Opportunities to collaborate with international teams and industry-leading partners.

The final salary offer will depend on relevant experience, qualifications, transferable skills, business requirements, and prevailing market conditions.

Please note that the advertised salary range may be reviewed or adjusted.

Work Location and Arrangement

This position is based in Paris, France, with employees expected to work from the office approximately 2–3 days per week.

Candidates should also be prepared for business-related travel covering at least 25% of their working time.

Important: Airbnb does not provide relocation assistance for this position.

Diversity, Inclusion, and Equal Opportunity

Airbnb is committed to creating an inclusive workplace that values diverse backgrounds, experiences, and perspectives.

The company believes that diversity encourages innovation, strengthens collaboration, and contributes to the development of exceptional products and services.

Qualified candidates from different backgrounds are encouraged to apply.

Airbnb also provides reasonable accommodations for applicants with disabilities throughout the recruitment process. Candidates requiring assistance should inform their recruiter when contacted.

How to Apply

Interested and qualified candidates can explore the opportunity and submit their applications through Airbnb’s official careers website.

Applicants should search for Senior Key Accounts Manager – EMEA to locate the position and follow the application instructions.