Senior Sales Operations Lead
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Job Description
Senior Sales Operations Lead optimizing global hotel acquisition strategies at Airbnb. Driving performance and collaboration across sales, marketing, and analytics teams.
Responsibilities:
- Define and execute the strategic vision for Hotels acquisition operations globally, aligning regional initiatives with global priorities and ensuring a consistent, high-performing approach across markets.
- Own the global Hotels acquisition funnel from lead generation through contract signed — monitoring performance at every stage, identifying drop-off points, and driving cross-functional solutions to improve conversion and velocity.
- Partner with the Hotels Onboarding program to ensure a seamless handoff from acquisition to onboarding — driving throughput, minimizing time between contract signed and go-live, and surfacing acquisition-side issues that create downstream delays.
- Partner with finance and sales leadership to design, manage, and evaluate sales incentive compensation programs for the Hotels acquisition team — ensuring plans are motivating, aligned with business goals, and driving the right behaviors across regions.
- Own rep-level goal setting for the Hotels acquisition team, translating business targets into individual quotas across regions. Lead acquisition forecasting, pipeline analysis, and capacity planning to ensure field teams and vendor partners are resourced and on track to deliver against plan.
- Work with marketing, product, tech, and vendor teams to drive lead scoring, prioritization, and workflow optimization — maximizing conversion rates and sales team efficiency across the funnel.
- Build analytical models and frameworks to understand acquisition performance — generating original analysis, sizing opportunities, modeling scenarios, and surfacing insights that don't yet exist. Translate findings into clear, actionable recommendations that influence business decisions and resource allocation at the leadership level.
- Serve as the primary global point of contact for Hotels acquisition operations, ensuring alignment, data integrity, and clear communication across regional and global stakeholders including sales, marketing, product, analytics, and finance.
- Serve as the internal subject matter expert on hotel acquisition levers — advising leadership and regional teams on which levers to activate for specific markets, segments, and growth opportunities.
Requirements:
- 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 on conversion and growth.
- Strong strategic and analytical skills — you can translate complex performance data into clear business insights and drive decisions across organizations.
- Experience designing and managing incentive programs, quota setting, and forecasting processes in a sales or revenue operations context.
- Excellent cross-functional collaboration skills, with experience working across sales, marketing, product, tech, analytics, and finance.
- Strong written and verbal communication skills, including the ability to present to and influence senior leadership.
- Strong analytical and modeling skills — comfortable building your own models, frameworks, and analyses from scratch, not just interpreting existing reports. 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 or with global, matrixed organizations and navigating regional differences in go-to-market approaches.
- Ability to operate at both the strategic and executional level — you can set the vision and get into the details to make it happen.
Benefits:
- This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits.
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