Market Lead

Market 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 Difference You’ll Make

As a Market Lead, you will drive the health, growth, and overall performance of Airbnb’s Hotel supply in Los Angeles. Your responsibilities will span acquiring and managing high-quality hotel inventory, strengthening strategic partnerships, and elevating Airbnb’s market presence. Leveraging deep local market expertise and a strong understanding of Airbnb’s mission, you will develop and execute scalable supply strategies. Through cross-functional collaboration and strong partner relationships, you will ensure long-term market success and create a best-in-class experience for hotels and guests.

A Typical Day

• Establish and nurture strong, long-term relationships with hotel owners, management companies, and strategic hospitality partners which includes conducting market visits, business reviews, and optimization calls.
• Partner closely with the Senior Account Executive to contribute LA market trends and demand data to identify supply gaps so the targeted acquisition strategy will yield new high quality hotels within your region.
• Achieve supply targets and key performance indicators (KPIs) such as adoptions and conversions on different supply levers.
• Build deep relationships with key hotel decision makers across chains, independents and a variety of key brands.
• Educate partners on product updates, gather insights, and communicate feedback to internal teams.
• Use data to identify growth opportunities, address operational challenges, and allocate resources effectively.
• Build scalable frameworks, reporting tools, and playbooks that improve availability, performance, and partner outcomes.
• Collaborate with SalesOps, RevOps, Enablement, and global peers to launch initiatives and deliver executive-ready reporting.
• Lead innovative, localized engagement efforts to strengthen market influence and competitiveness.
• Provide technical guidance on API connectivity to ensure seamless partner and guest experiences.
• Represent Airbnb in external meetings and at industry conferences to reinforce our presence and credibility.
• Serve as the voice of the Los Angeles hotel market internally, synthesizing local insights and communicating partner needs to cross-functional stakeholders (e.g., Product, Communications, Policy, Legal, Tax, and Customer Support) to ensure sustainable market growth.
• Contribute to the development of playbooks, best practices, and scalable processes for hotel supply management across North America and act as a player coach to junior team members.

Your Expertise

• 10+ years of experience in sales, account management, or team leadership, with a strong track record building and growing strategic hotel relationships.
• Background in hotels, travel, hospitality, or online marketplaces is required.
• Demonstrated success managing complex accounts and scaling growth across a portfolio.
• Strong quantitative abilities, with experience translating insights into actionable strategies.
• Proven ability to set strategic direction while executing tactically in fast-moving, ambiguous environments.
• Strong business intuition with the ability to anticipate market trends and surface insights internally.
• Experience influencing cross-functional teams and partnering with senior stakeholders across product, operations, and policy.
• Exceptional communication and executive presentation skills, with influence across multiple organizational levels.
• Entrepreneurial, resourceful, and highly organized with strong prioritization and time-management skills.
• Proficiency in CRM systems (e.g., Salesforce) to manage, monitor, and scale partner performance.
• Recognized as a thought leader within the hotel or hospitality space.
• Based in Los Angeles, with the ability to travel quarterly.
• Passion for Airbnb, travel, and the sharing economy; Airbnb Host experience is a plus.

Key skills/competency

• Hotel Partnerships
• Market Growth Strategy
• Account Management
• Sales Leadership
• Hospitality Industry
• Data Analysis
• Cross-functional Collaboration
• CRM Systems (Salesforce)
• API Connectivity
• Stakeholder Management