Senior Sales Operations Manager, Host Entrepreneur & LATAM

The Community You Will Join: 

Airbnb’s mission of providing inspiring travel experiences for our hosts and guests is heavily reliant on our Supply teams’ success in ensuring high quality supply in the market.

The Difference You Will Make:

As the Senior Sales Operations Manager for Latin America, you will partner with regional Supply leadership, as well as cross functional partners, on initiatives from delivering on centrally run strategic programs to defining and executing on local market strategies that will accelerate Airbnb’s growth. You will also have a global Sales Operations responsibility for the Host Entrepreneur segment. Host Entrepreneurs are smaller hosts at Airbnb with less than 30 listings on the platform.  You will partner closely with the functional leader of Host Entrepreneurs to measure the performance of the program and execute tactics that accelerate the growth of this segment.

For both responsibilities, you should be comfortable with a variety of go to market strategy definitions, familiar with sales methodologies, best practices, sales metrics and cycles.  You will support both the development of strategy well as the day to day operational running of the Supply teams you support.

A Typical Day: 

• Drive the execution and operationalization of programs and strategies to the global Host Entrepreneur organisation and to our Latin America region.
• Own clear communication from these businesses to global teams regarding performance against monthly and annual targets. Identify reporting issues, gaps in processes, and drive timely resolution.
• Own clear communication from our global teams to these businesses to ensure they remain key players in the global Supply organization.
• Manage the run the business needs of these supply teams (setting quotas, utilizing insights and tools to drive business performance, evaluating and measuring field performance, cadenced business reporting, territory design, resourcing).
• Support local Supply leadership in drafting and executing market strategies and programs including but not limited to developing strategies in lead generation and conversion rate improvements, supply acquisition, listing appeal and pricing optimization. Partner with data science to size markets/products, opportunities, and measure ROI.
• Support the creation and own the regional execution of sales and account management playbooks.
• Define the key sales support systems/processes required to meet the rapid growth of the business and achieve revenue attainment and market development objectives.
• Support Supply Leadership and Talent organisation in evaluating team performance.
• Prepare ad hoc analysis & participate on projects as needed.

Your Expertise:

• Minimum 5 years in a Sales Operations or similar role.
• Proven track record as a great cross-functional business partner and ability to lead within a cross-functional environment.
• Strong problem solving and analytical skills including designing, developing and evolving financial/business models.
• Develop and monitor metrics, dashboards and reporting tools to improve Field productivity and efficiency across the customer lifecycle.
• Experience across the Customer Lifecycle with pre-sales, sales and customer success teams.
• Deep understanding of value drivers in various go to market designs and business models.
• Experience building and executing regional/local market strategies and field productivity programs.
• Excellent verbal and written communication skills are a must.  Fluency in English required, and Spanish strongly preferred.
• Accuracy and attention to detail.
• Professional and consistent work habits, strong work ethic, driven to achieve company goals.
• Proven ability to succeed in both collaborative and independent work environments.
• Expert in Salesforce and GSuite; Advanced data analytics skills (e.g. SQL) a big plus.

Your Location:

Due to the nature of this position, the successful applicant will need to be based in California to be able to conduct their work. Currently, employees can not be located in: Alaska, Indiana, Nebraska, North Dakota, Ohio, South Dakota, Wisconsin, Alabama, Mississippi, Oklahoma, Delaware And Rhode Island. This list is continuously being updated, 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.