Senior Sales Operations Lead

Role Overview

Join Airbnb as a Senior Sales Operations Lead (Hotels). In this role, you will shape the global acquisition operations strategy for Hotels, optimize the acquisition funnel end-to-end, and scale initiatives across markets.

Key Missions / Responsibilities

• Define and execute the global strategic vision for Hotels acquisition operations, aligning regional initiatives with global priorities.
• Own the global Hotels acquisition funnel from lead generation through contract signed, monitoring performance at each stage and driving cross-functional solutions.
• Partner with Finance and Sales leadership to design, manage, and evaluate sales incentive compensation programs for the Hotels acquisition team.
• Lead goal setting and forecasting processes for acquisition performance.
• Ensure a seamless handoff from acquisition to onboarding by partnering with relevant teams.

Requirements

• Proven ability to own and optimize a complex, multi-stage global sales funnel with measurable impact on conversion and growth.
• Experience in sales operations or revenue operations.
• Ability to translate complex performance data into clear business insights and drive cross-organizational decisions.
• Strong strategic + execution skills (set vision and build/roll out details).
• Excellent written and verbal communication; ability to present to and influence senior leadership.
• Strong analytical and modeling skills; comfortable building models/frameworks from scratch.
• Proficiency in Excel and SQL required.
• CRM and performance management systems experience (e.g., Salesforce).
• Experience working in global, matrixed organizations with regional go-to-market differences.

Nice to Have

• Experience with BI tools (e.g., Tableau, Looker).
• Background in travel, OTA, or marketplace environments.

Experience

• 12+ years in sales operations, revenue operations, or related fields (high-growth, global environment preferred).