Join to apply for the Senior Sales Operations Manager / Lead role at Airbnb. 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 more than 2 billion guest arrivals across the globe. 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
Airbnb’s mission of providing inspiring travel experiences for our hosts and guests relies on our Supply teams’ success in ensuring high‑quality supply in the market.
The Difference You Will Make
As the Senior Sales Operations Manager / Lead, you will partner closely with Senior Sales Operations Leads, Field teams, and Revenue Operations teams to support strategic programs that define and accelerate Airbnb’s supply market growth. Your analysis and insights will inform supply strategy, sales methodologies, goaling, and incentives. This role can be based in London, Dublin, Barcelona, Berlin, or Paris.
A Typical Day
Sales Operations
* Drive territory planning, segmentation, capacity modeling, and quota setting
* Partner with Sales Leadership and Sales Operations teams on forecasting, pipeline analysis, and process improvements
* Develop and refine forecasting methodologies and ensure alignment with stakeholders (e.g., Sales, Finance)
* Lead local programs and strategies to continuously drive company objectives
* Work cross‑functionally to design and implement new processes related to account segmentation, data management, productivity enhancements, etc.
* Define global go‑to‑market strategy and operating plan inclusive of segmentation, coverage, routes to market, roles, incentives, enablement growth drivers, and strategic initiatives
* Lead operating rhythm including annual planning execution, forecasting, pipeline reviews, and business reviews in partnership with Supply leadership, Finance, and Global Revenue Operations teams
Reporting & Analytics
* Design new KPIs and leverage existing reporting and analytics on key metrics such as pipeline, sales productivity, and sales velocity to identify insights and actions to optimize performance
* Generate weekly regional data insights and reports to identify process gaps and drive resolutions (e.g., WBR, MBRs)
* Conduct ad‑hoc analyses to support business initiatives and leadership inquiries
* Support sales managers and leaders by delivering analytical insights and recommending operational improvements
* Ensure data accuracy and integrity in Salesforce and other sales tools
Cross‑Functional Collaboration
* Work with Sales, Marketing, Finance, and other teams to improve sales efficiency and support strategic initiatives
* Ensure effective delivery of Supply plan org objectives through cross‑functional partnership, oversight, and support to course‑correct where required to land performance
* Participate in or help drive cross‑functional projects with strong accountability and attention to detail
Incentives & Compensation
* Collaborate with Sales Operations leads to design and execute end‑to‑end sales compensation and incentive strategies
Your Expertise
* Degree in Applied Mathematics, Marketing, Finance, Statistics, Computational Sciences, or a similar field
* Minimum 9+ years of experience in a similar role within a fast‑moving business environment (preferred tech, consulting, or banking)
* Strong proficiency with data modeling, extraction, and business intelligence tools (e.g., Looker, Tableau, Excel, SQL)
* Excellent analytical skills, with the ability to translate data into actionable insights
* Strong communication and collaboration skills, with experience working cross‑functionally
* Highly organized with strong attention to detail and ability to manage multiple priorities
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 develop the best products, services, and solutions. All qualified individuals are encouraged to apply.
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