Airbnb is hiring a

Sales Operations, Lead

Airbnb was born in 2007 when two Hosts welcomed three guests to their San Francisco home, and has since grown to over 4 million Hosts who have welcomed more than 1 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: 

  • As the Sales Ops Lead, you will partner with regional Sales and Account Management leadership, as well as cross functional partners, on multiple initiatives from delivering on centrally run strategic programs to defining and executing on market strategies and partnerships that will accelerate Airbnb’s growth.
  • You should be comfortable with a variety of go to market strategy definitions and execution, familiar with sales methodologies, best practices, sales metrics and cycles and supporting the day to day run the business needs of the Field.
  • In addition to supporting our Community Powered Growth teams, you will help redesign and improve our ongoing business operating system (Weekly, Monthly and Quarterly business reviews) to the executives of Airbnb and continuously improve our data, analytics and systems infrastructure.

The Difference You Will Make:

  • Support the creation and own the execution of sales and account management playbooks.
  • Define the key sales support systems/processes required to meet the rapid growth of the business and achieve revenue attainment and market development objectives.
  • Assist Field leadership in all aspects of evaluating their teams’ performance.
  • Prepare ad hoc analysis & participate on projects as needed.

A Typical Day: 

  • Drive the execution and operationalization of central programs and strategies to drive Host acquisition and Host success via optimization tactics for the Community Powered Growth teams (Super Host Ambassadors and Co-Hosting) across multiple regions, countries, territories and geos.
  • Build relationships and unify go to market strategies and tactics with our Communities teams as well as our regional Host Entrepreneur teams
  • Drive, design and support the sizing and execution of new programs to accelerate Host acquisition and Host Success within our Core Host segment across all global territories 
  • Own clear communication from the region to global teams regarding performance against monthly and annual targets. Identify reporting issues, gaps in processes, and drive timely resolution.
  • Manage the run the business needs of the field - setting quotas, utilizing insights and tools to drive business performance, evaluating/measuring field performance and cadenced business reporting.
  • Support Field Leadership and Community Growth Managers in drafting and executing market strategies and programs including but not limited to developing strategies in lead generation and conversion rate improvements, supply acquisition, listing appeal and pricing optimization. 


  • Minimum 10 years in a sales operations role
  • Proven track record as a great cross-functional business partner and ability to lead within a cross-functional environment
  • Experience building and executing regional/local market strategies and programs
  • Develop and monitor metrics, dashboards and reporting tools to improve sales productivity and efficiency across the customer lifecycle
  • Experience onboarding new reps and supporting their ongoing learning and development
  • Experience across the Customer Lifecycle with pre-sales, sales and customer success teams
  • Deep understanding of value drivers in various business models
  • Bachelor degree required
  • Strong problem solving and analytical skills
  • Excellent verbal and written communication skills
  • Accuracy and attention to detail
  • Professional and consistent work habits, strong work ethic, driven to achieve company goals
  • Proven ability to succeed in both collaborative and independent work environments
  • Proficient in Salesforce, Excel and GSuite. SQL knowledge a huge plus.

How We'll Take Care of You:

Our job titles may span more than one career level. The starting base pay for this role is between $155,000 and $195,000. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs and market demands. The base pay range is subject to change and may be modified in the future. This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits. 

Our job titles may span more than one career level. This position is only eligible for lateral moves, there will be no change to salary or level. The base pay for this position is X - Y.

Your Location:

This position is US - Remote Eligible. The role may include occasional work at an Airbnb office or attendance at offsites, as agreed to with your manager. Airbnb,Inc. can employ in  states where we have registered entities. Currently, employees can not be located in: Alaska, Indiana, Nebraska, North Dakota, Ohio, South Dakota, Wisconsin, Alabama, Mississippi, Oklahoma, Delaware and Rhode Island. This list is continuously  evolving and being updated, please check back with us if the state you live in is on the exclusion list. If your position is employed by another Airbnb entity, your recruiter will inform you what states you are eligible to work from. 

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.

If you need assistance, or a reasonable accommodation during the application and recruiting process, please contact us at:

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