Senior Sales Operations Lead

Airbnb is seeking a Senior Sales Operations Lead to own the global acquisition operations strategy for Hotels, partnering with regional sales leaders, marketing, product, and analytics teams to drive funnel performance and optimize conversion. Reporting to the Director of Revenue Operations, Hotels, this role connects global strategy to in-market execution.

• Define and execute the global Hotels acquisition strategy, aligning regional initiatives with global priorities.
• Own the end-to-end acquisition funnel from lead generation through contract signed, identifying drop-off points and driving cross-functional solutions.
• Partner with the Hotels Onboarding program to ensure seamless handoff and minimize time between contract signed and go-live.
• Design, manage, and evaluate sales incentive compensation programs with finance and sales leadership.
• Own rep-level goal setting, acquisition forecasting, pipeline analysis, and capacity planning.
• Drive lead scoring, prioritization, and workflow optimization with marketing, product, tech, and vendor teams.
• Build analytical models and frameworks to surface insights and influence leadership decisions.
• Serve as the primary global point of contact for Hotels acquisition operations, ensuring alignment across stakeholders.

• 12+ years of experience in sales operations, revenue operations, or a related field, ideally in a high-growth, global environment; travel, OTA, or marketplace experience preferred.
• Proven ability to own and optimize a complex, multi-stage global sales funnel with measurable impact.
• Strong strategic, analytical, and modeling skills; comfortable building models from scratch.
• Experience designing incentive programs, quota setting, and forecasting processes.
• Excellent cross-functional collaboration and communication skills, including presenting to senior leadership.
• 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 global, matrixed organizations.

This position is US - Remote Eligible. The role may include occasional work at an Airbnb office or attendance at offsites, as agreed with your manager. You must live in a state where Airbnb, Inc. has a registered entity; see the up-to-date list of excluded states on the careers page.

Pay Range: $204,000—$249,000 USD. This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits.