Senior Sales Operations Lead

Airbnb is seeking a Senior Sales Operations Lead to join the Revenue Operations team, focusing on Hotels acquisition. This role owns the global acquisition operations strategy, partnering with regional sales leaders, marketing, product, and central analytics teams to drive funnel performance, optimize conversion, and scale what works across markets. Reporting to the Director of Revenue Operations, Hotels, you will be a key partner to both the business and cross-functional teams, connecting global strategy to in-market execution.

• Define and execute the strategic vision for Hotels acquisition operations globally, aligning regional initiatives with global priorities.
• Own the global Hotels acquisition funnel from lead generation through contract signed, monitoring performance, identifying drop-off points, and driving cross-functional solutions.
• Partner with the Hotels Onboarding program to ensure seamless handoff, driving throughput and minimizing time between contract signed and go-live.
• Design, manage, and evaluate sales incentive compensation programs for the Hotels acquisition team.
• Own rep-level goal setting, translating business targets into individual quotas across regions.
• Lead acquisition forecasting, pipeline analysis, and capacity planning.
• Work with marketing, product, tech, and vendor teams to drive lead scoring, prioritization, and workflow optimization.
• Build analytical models and frameworks to understand acquisition performance, size opportunities, and surface insights.
• Serve as the primary global point of contact for Hotels acquisition operations, ensuring alignment and data integrity.
• Serve as the internal subject matter expert on hotel acquisition levers.

• 12+ years of experience in sales operations, revenue operations, or a related field, ideally in a high-growth, global environment; experience in travel, OTA, or marketplace environments preferred.
• Proven ability to own and optimize a complex, multi-stage global sales funnel with measurable impact.
• Strong strategic and analytical skills, translating complex performance data into clear business insights.
• Experience designing and managing incentive programs, quota setting, and forecasting processes.
• Excellent cross-functional collaboration skills across sales, marketing, product, tech, analytics, and finance.
• Strong written and verbal communication skills, including presenting to senior leadership.
• Comfortable building models, frameworks, and analyses from scratch.
• 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 and navigating regional differences.
• Ability to operate at both strategic and executional levels.

This position is US - Remote Eligible. The role may include occasional work at an Airbnb office or attendance at offsites. You must live in a state where Airbnb, Inc. has a registered entity. Click here for the up-to-date list of excluded states.

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

To apply, please submit your application through the Airbnb careers portal. If you are a candidate with a disability and require reasonable accommodation, contact reasonableaccommodations@airbnb.com.