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 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 Will Join:

Every day, Airbnb hosts offer unique stays that make it possible for guests to connect with communities in a more authentic way. These offerings are the core of what makes Airbnb special, creating connections and unforgettable memories for travelers worldwide.

The Supply organization plays a pivotal role in driving the company’s growth and expansion efforts worldwide. This team recruits and develops Airbnb’s global supply of high-quality stays, Experiences, and Services. With this focus on quality supply and international expansion, the team is leading the way for Airbnb’s continued growth and facilitation of millions more host and guest connections.

The Difference You Will Make:

As the Sales Operations Lead for our Central Team, you will drive business growth and optimize revenue generation by partnering with cross-functional teams such as field sales, account management, marketing, and other internal teams.

You should have a deep understanding of metadata and be familiar with various definitions of go-to-market (GTM) strategies. Additionally, you should be knowledgeable about sales methodologies, best practices, sales metrics, and sales cycles.

Your role will involve supporting the development of strategy and major supply activities (i.e. annual planning), as well as assisting with the daily operational functions of the business.

A Typical Day:

Strategic Planning

• Drive central, global annual planning in partnership with Regional Sales Ops and Supply leaders: delivery of analytics and recommendations for global segmentation, book assignments, capacity modeling, goal setting and inputs/KPIs
• Partner closely with cross-functional teams on quarterly global and regional OKR and goal-setting workstreams and provide recommendations in improvement opportunities
• Build processes to streamline nascent projects, create visibility, and drive sales team productivity
• Diagnose opportunities to strengthen global performance through continuous insights into impact drivers and driving prioritization of most impactful levers
• Partner with cross-functional teams on the sizing of new opportunities (host segment, efficiency etc) in partnership with Regional Sales Operations/ Enterprise Operations to continuously drive business growth
• Develop and refine forecasting methodologies and ensure alignment with other key stakeholders (ie Sales, Finance, Advanced Analytics)

Reporting & Analytics

• Drive the delivery of intelligence at a global scale- analyzing market trends, identifying growth opportunities, and setting long-term objectives with VP-level leadership
• Drive standardization and best practices for regional, business line reporting that generates actionable insights (ie WBRs, MBRs)
• Conduct ad-hoc analyses to support business initiatives and leadership inquiries
• Support sales managers and leaders by delivering analytical insights and recommending operational improvements

Cross-Functional Collaboration

• Work with Sales, Finance, Growth Marketing and other teams to improve sales and scaled host lifecycle efficiency and support strategic initiatives
• Partner with technical teams (SupplyTech, Analytics, Data Science, Data Engineering) on building infrastructure, project scoping, and executing analyses related to ROI, resourcing, and translating global strategies into executable initiatives
• Participate in or help drive cross-functional projects with strong accountability and attention to detail

Incentives & Compensation

• Collaborate with Regional Sales Operations leads to design, track and monitor sales compensation and incentive strategies

Your Expertise:

• 10+ years of experience in analytics, revenue operations, s or other related field
• Expertise in key performance indicators (KPIs) to measure the success of revenue operations initiatives and identify areas for optimization
• Expertise in data analysis tools (e.g., SQL, Excel) and familiarity with data warehousing, and BI reporting platforms. Comfort with AI tools (Claude) as part of your day-to-day workflow.
• Experience across the Customer Lifecycle with customer success teams.
• Strong problem solving and analytical skills including designing, developing and evolving financial/business models.
• 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.
• Track record of working closely with senior leadership and acting as a thought partner to senior leadership to inform strategy and decision-making yielding positive outcomes.

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.

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 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.

Pay Range

$168,000 — $203,000 USD