Senior Account Executive, Hotels

Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals in almost every country across the globe. Every day, hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way.

The Community You Will Join:

The Airbnb Hotels team is a fun, fast-growing group leading Airbnb’s expansion into the hotel sector. Operating with an entrepreneurial spirit, this team combines the simplicity, product excellence, and guest-centered ethos that define Airbnb. This team’s mission is to deliver the smoothest, most intuitive hotel booking experience for guests, while helping independent, boutique hotels easily drive incremental bookings so they can focus on delivering the best hospitality. The ultimate aim is to help more people discover high-quality hotels, creating value for guests and our hotel partners.

The Difference You Will Make

As a Senior Account Executive, you will be responsible for converting leads into net‑new supply to support new-market launches and at pace to hit quarterly goals for the Airbnb Hotels team in Japan. Working the full sales funnel, you will proactively turn cold leads into warm sales opportunities helping to build the Hotels category’s market presence in the process through collaboration with other teams. This includes partnering, strategizing, and running daily operations directly with independent, boutique hotels , and ensuring that Airbnb sources the best hotel inventory available to our guests.

A Typical Day

• Meet and exceed KPIs by owning the performance and success of Japan
• Prospect new potential hotels through external research, networking, and use of Airbnb tools
• Securing new hotels involves targeted sales strategies and negotiating and closing the deals
• Develops acquisition strategies and scalable, localised supply strategies for established and emerging cities in Japan
• Expertly position and communicate Airbnb’s value proposition to new partners via phone, email, and in-person
• Add net new hotels by qualifying and moving leads through the funnel as quickly as possible, achieving defined quarterly goals
• Find supply in and launch new markets: Own market launches including supporting lead generation and coordinating cross functionally
• Support hotel onboarding as needed from won sales opportunities
• Effectively promote and build strong relationships with hotels by demonstrating comprehensive knowledge of our platforms and confidently pitching their value

Your Expertise

• 10+ years of professional experience, preferably in a fast growing startup tech or hospitality company working in sales and/or account management
• Previous hospitality experience is a plus
• Proficiency in both English and Japanese is required for this role.
• CRM required; proficiency in Salesforce, Gong and other scalable AI Sales prospecting tools is a plus.
• The ability to get things done with constantly changing priorities, projects and deadlines
• Excellent communication, organizational, and analytical skills, detail-oriented but moves fast
• Ability to establish strong relationships with and influence partners
• Capacity to balance day-to-day responsibilities with longer-term strategic execution
• You’re a quick learner and you’re fearless about doing whatever it takes to get the job done, even if it means making mistakes along the way
• Able to travel up to 30% of the time
• Passion for Airbnb and travel

This role is compensated on an On-Target Earnings (OTE) basis, combining base salary with a variable incentive tied to sales performance.

Our Commitment To Inclusion & Belonging

Airbnb is committed to working with the broadest talent pool possible. We believe diverse ideas foster innovation and engagement, and allow us to attract creatively-led people, and to develop the best products, services and solutions. All qualified individuals are encouraged to apply.

Reasonable Accommodations: We are committed to providing reasonable accommodations throughout the recruitment process for applicants with disabilities. If you need assistance, or an accommodation, please let your recruiter know once you are contacted about a role.

A Note on Recruiting Scams: Scammers sometimes pose as Airbnb recruiters to get money or personal information from candidates. A few things that will always be true for Airbnb’s hiring process: our open roles are posted on Airbnb’s Career’s Page at careers.airbnb.com, and our recruiters correspond only from @ airbnb.com or @ ext.airbnb.com email addresses. Our recruiters will never ask for your Social Security number, bank account details, passport, or payment app information while you are interviewing. We’ll also never ask you to pay a fee, send money, deposit or cash a check, or purchase work-related equipment (such as a company laptop) during the interview process. We encourage candidates to remain vigilant of these recruiting scams and not share sensitive information if you do not believe an individual is actually affiliated with Airbnb.