Senior Sales Operations Lead

The Community You Will Join: 

Every day, Airbnb hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way. Since our founding, more than 5 million hosts have welcomed over 1.5 billion guest arrivals in almost every country across the globe.

The Supply Stays Team ensures that Airbnb is locally relevant and serves the needs of our global hosts and guests, helping regions more efficiently plan and execute growth strategies across Supply Stays in a way that will resonate with our communities.

The Difference You Will Make:

As the Senior Sales Operations Lead you will lead the Acquisition Sales Operations team across multiple regions. You will be responsible for defining, articulating, and adjusting our sales operations strategy to support our global revenue goals and sales targets/company-wide objectives. In this role, you will need to design and implement comprehensive market entry strategies, including market analysis, competitive landscape assessment, and go-to-market plans.

A Typical Day: 

• Build coherent, scalable and high productivity Acquisition Go-To-Market across automated and human-driven  approaches - including by innovating and scaling  effective lead generation, prospecting and sales channels (e.g. field, inside, outsourced, partner and product-led sales)

• Diagnose opportunities to strengthen global Go-to-Market performance including through identifying levers to optimize resource allocation and/or design

• Partner with Supply, Global Markets, and Product Leadership to develop go-to-market strategies and ensure the successful execution on key initiatives and product launches.

• Develop and execute a territory planning strategy, ensuring optimal coverage, resource allocation, and sales performance through effective Go-to-Market design, strategy & operations

• Apply a data-driven approach to optimize lead assignment and quota planning, in partnership with Sales leadership and Finance to drive continuous growth, return and sales/ Go-To-Market productivity

• Lead and develop a team of Sales Operations professionals 

• Identify, scope and drive strategic growth initiatives and projects to improve business performance

• Design new KPIs and leverage existing reporting and analytics on key metrics such as pipeline, sales productivity, sales velocity, etc. to identify insights, implications, and actions to optimize performance. 

• Work cross-functionally to design and implement new processes related to account segmentation, data management, productivity enhancements, etc. 

• Define global go-to-market strategy and operating plan inclusive of segmentation, coverage, routes to market, roles, incentives, enablement growth drivers, and strategic initiatives. 

• Lead operating rhythm including annual planning execution, forecasting, pipeline reviews and business reviews in partnership with Supply leadership, Finance, and Global Revenue Operations teams

• Ensure effective delivery of Supply plan org objectives through x-functional partnership, oversight and support to course correct where required to land performance

Your Expertise:

• 12+ years of experience in related roles (e.g., Strategy and planning, Sales Ops, Rev Ops, Financial Planning & Analysis and/or Analytics) 

• At least 5 years of experience managing teams 

• Strong problem solving and analytical skills including designing, developing and evolving financial/business models.

• Ability to structure and execute complex analyses and synthesize into clear, actionable insights with business impact 

• Familiar with Business Intelligence & Data visualization tools (e.g., Tableau) and Sales/Marketing technology

• Excellent verbal and written communications skills, including presentation skills to all levels within the organization 

• Experience interacting with senior stakeholders within the organization 

• Strong project management skills and drive for ownership and results 

• Ability to prioritize and multi-task and to work in a dynamic, fast-changing entrepreneurial environment 

• Develop and monitor metrics, dashboards and reporting tools to improve Field productivity and efficiency across the customer lifecycle.

• Demonstrated success in creating and driving operational rigor and excellence while building trusted relationships with key stakeholders to maximize sales productivity and remove friction from operational processes to support long-term durable growth of the business.

• Ability to travel as required

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. While the position is Remote Eligible, you must live in a state where Airbnb, Inc. has a registered entity. Click here for the up-to-date list of excluded states. This list is continuously evolving, so 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.

We strive to also provide a disability inclusive application and interview process. If you are a candidate with a disability and require reasonable accommodation in order to submit an application, please contact us at: reasonableaccommodations@airbnb.com. Please include your full name, the role you’re applying for and the accommodation necessary to assist you with the recruiting process. 

We ask that you only reach out to us if you are a candidate whose disability prevents you from being able to complete our online application.