Senior Sales Operations Lead

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and implement the operational strategy for the worldwide hotel supply optimization initiative.

• Align local priorities with overarching global objectives and promote a consistent, high-performing methodology across various markets.

• Take ownership of the optimization lever framework, which encompasses pricing competitiveness, discount adoption, and other hotel-facing factors.

• Provide guidance to leadership and regional teams on which levers to activate for specific markets, segments, and hotel categories.

• Create segmentation, prioritization, reporting, and playbooks for Account Management teams.

• Monitor program health from hotel eligibility through to adoption and the resulting impact.

• Identify drop-off points and facilitate cross-functional solutions to enhance adoption, retention, and overall results.

• Convert business targets into optimization goals at the regional and account levels.

• Oversee forecasting and capacity planning for Account Management and vendor partners.

• Collaborate with Finance and leadership to design and assess incentive and performance programs.

• Develop models and frameworks to quantify opportunities, assess lever impact, conduct scenario analyses, and test hypotheses.

• Generate original analyses and provide clear recommendations for leadership decisions and resource allocation.

• Act as the primary global contact for hotel optimization operations.

• Report directly to the Director of Enterprise Operations, Hotels.

⛳️ Requirements

• Over 12 years of experience in revenue operations, sales operations, account management operations, or a related field.

• Preferred experience in hospitality, OTA, or marketplace environments.

• Demonstrated ability to manage and enhance a complex, multi-stage program with a measurable effect on adoption, revenue, or supply quality.

• Familiarity with hotel pricing and revenue management concepts, including rate strategy, rate plans, promotions, parity, and distribution channel performance.

• Strong strategic and analytical capabilities.

• Experience in goal setting, forecasting, capacity planning, and incentive or performance programs.

• Exceptional cross-functional collaboration skills across account management, product, marketing, technology, analytics, and finance.

• Excellent written and verbal communication skills, including the ability to present to and influence senior leadership.

• Strong modeling capabilities.

• Proficiency in Excel and SQL is required.

• Experience with BI tools such as Tableau or Looker is a plus.

• Proficiency in CRM and performance management systems like Salesforce.

• Experience working in or with global, matrixed organizations and navigating regional go-to-market variations.

• Ability to operate at both strategic and executional levels.

🏝️ Benefits

• Eligibility for bonuses.

• Equity eligibility.

• Employee Travel Credits.

• Opportunities for occasional work at an Airbnb office or participation in offsite events.

• Reasonable accommodations throughout the recruitment process.