Note: The job is a remote job and is open to candidates in USA. Airbnb is a global hospitality and travel platform connecting hosts and guests through stays, Experiences, and Services. The Sales Operations Lead will drive business growth and revenue optimization through strategic planning, reporting and analytics, forecasting, incentive design, and cross-functional collaboration with sales, finance, marketing, and technical teams.
Responsibilities
- 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)
- 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
- 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
- Collaborate with Regional Sales Operations leads to design, track and monitor sales compensation and incentive strategies
Skills
- 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
- 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](https://careers.airbnb.com/) If your position is employed by another Airbnb entity, your recruiter will inform you what states you are eligible to work from
Benefits
- This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits.
- US - Remote Eligible
Company Overview
Company H1B Sponsorship