Business Development Manager
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About this role
Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5 million hosts who have welcomed over 2 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'll Join
The Homes team plays a key role in shaping the Airbnb stays experience. As a multidisciplinary team, we partner with Hosts to build high-quality, repeatable, commercially viable offerings that reflect our brand values.
We're building something new: a dedicated Business Development function across EMEA, focused entirely on winning new professional supply for Airbnb. This isn't a role that inherits an existing book of business, it's a genuine new-business mandate, and you'll be one of the first people helping shape how we approach it.
For this role, you'll be at the forefront of expanding Airbnb's professional supply base in one of Europe's most important travel markets, reporting into our Homes EMEA team under the Field Operations Manager.
The Difference You'll Make
You're not managing what already exists, you're building what's next. You'll hunt down new opportunities, win new business, and bring high-quality professional hosts and partners onto Airbnb for the first time.
No inherited portfolio. No fixed playbook. Just a market to win, and the autonomy to figure out exactly how to win it. You'll own the full deal, sourcing, pipeline, negotiation, signature, onboarding, and shape how Airbnb approaches new supply acquisition from the ground up.
What You'll Bring
- Genuine new-business, hunter-style sales experience, not account management
- A proven track record of personally sourcing, negotiating, and closing deals end-to-end
- Comfort operating without an established playbook, and the drive to build your own approach
- A self-directed, entrepreneurial mindset, you create opportunities rather than wait for them
- Strong commercial instinct and the ability to think strategically about a market
- Confidence taking full personal ownership of a deal, from first conversation to signed contract
A Typical Day:
- Prospect and onboard new, high quality professional hosts in your assigned territory, continuously building and managing a strong pipeline
- Create and deploy scaled strategies to effectively acquire Professional Hosts in your region
- Represent Airbnb in external meetings with Professional Hosts, showing up as a credible and knowledgeable market expert
- Analyze data and utilize data-driven recommendations to identify and act on strategic opportunities in your region to drive sales growth
- Develop deep knowledge of your assigned geographic markets across DACH
- Build and manage partner relationships within your assigned territory
- Maintain a baseline understanding of the technical integration of various software partners so that you can provide the right support to your clients
- Educate clients on all significant product changes and cascade feedback on product and policy to relevant internal stakeholders
- Respond to and deliver exceptional service to your professional hosts in a timely and efficient manner
- Work cross-functionally with product, communications, public policy and customer support teams to ensure our long-term market success
Your Expertise:
- 6+ years of experience in sales
- 2+ years of hospitality/travel industry experience (nice to have)
- Strong time management and prioritization skills
- Strong B2B sales/new business development experience
- Ability to work at both strategic and tactical levels, with a proven track record to execute in ambiguous environments
- Excellent communication skills and ability to communicate effectively with clients
- Experience building and strengthening relationships with external partners
- Comfortable performing data analysis and making decisions based on the results
- Available to travel to assigned markets
- Ability to work within tight deadlines, adjust to changes in priorities, and balance short-term needs with long-term strategic initiatives
- Hospitality/travel industry experience in the region is a plus
- Highly proficient in using CRM software - Salesforce experience is a plus
- Charismatic self-starter who is resourceful and self-sufficient
- Fluency in German and English
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.
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How We'll Take Care of You:
Our job titles may span more than one career level. 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 shown below is annualized, 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.
Reasonable Accommodations: We are committed to providing reasonable accommodations throughout the recruitment process for applicants with disabilities. If you need assistance, or an accommodation, please let your recruiter know once you are contacted about a role.
A Note on Recruiting Scams: Scammers sometimes pose as Airbnb recruiters to get money or personal information from candidates. A few things that will always be true for Airbnb’s hiring process: our open roles are posted on Airbnb’s Career’s Page at careers.airbnb.com, and our recruiters correspond only from @airbnb.com or @ext.airbnb.com email addresses. Our recruiters will never ask for your Social Security number, bank account details, passport, or payment app information while you are interviewing. We’ll also never ask you to pay a fee, send money, deposit or cash a check, or purchase work-related equipment (such as a company laptop) during the interview process. We encourage candidates to remain vigilant of these recruiting scams and not share sensitive information if you do not believe an individual is actually affiliated with Airbnb.
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