Manager, Field Operations

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What Airbnb is looking for in applicants

Airbnb is a mission-driven company dedicated to helping create a world where anyone can belong anywhere. It takes a unified team committed to our core values to achieve this goal. Airbnb's various functions embody the company's innovative spirit and our fast-moving team is committed to leading as a 21st century company.

HotelTonight makes it remarkably easy to book great hotels at amazing last-minute rates on your mobile device. Our mission is to help people plan less and live more, and your work will play a central role in delivering on this mission. This is a unique opportunity to be a part of a fun, entrepreneurial, start-up team where you can have outsized impact -- all under the Airbnb umbrella.

As a Manager, Field Operations for HotelTonight, you will manage a regional team of Market Managers and Senior Market Managers who are laser focused on driving best-in-industry relationships with hotels, with the goal of maximizing KPIs & business performance. You will guide them to their revenue goals and provide support to help achieve career goals. Aside from development, you will also optimize regional tactics.

An effective collaborator, you will frequently engage with our global supply leadership and other departments within HotelTonight to drive cross-functional business initiatives. At the same time, you should be an independent operator - comfortable with defining what success will look like for yourself and your team and then effectively delivering against that.

  • Inspire, motivate and lead a regional team of Market Managers and Senior Market Managers, who are responsible for identifying and managing partner relationships with hotels.
  • Own and drive accountability for the performance of your region in functions such as meeting or exceeding revenue goals, bringing on new quality partners, upselling existing partners, driving up supply business KPIs, along with measuring partner engagement and performance.
  • Interact with your Global Supply counterparts in our offices around the world to share strategic insights and collaborate on global & cross-functional initiatives, with the goal of driving efficiencies to maximize our global business.
  • Drive initiatives within the supply team and cross-functional teams
  • Complete forecasting, planning and reporting sessions, with the support of your Head of Supply, in order to define and execute your regional strategy
  • Optimize the performance of your portfolio and team members’ markets
  • Complete multiple market visits in your region to support your team in growing our hotel partnerships
  • Through training, goal setting and feedback, work with your team to achieve their long-term professional development and career growth goals.


  • Undergraduate degree
  • 10+ years of professional experience, with a focus on owning client relationships and business strategy
  • Online marketplace team management experience preferred
  • Hospitality or Travel industry experience is a plus
  • 1+ years of direct management experience
  • Success in effectively coaching, mentoring and guiding junior team members
  • Familiarity with leading complex and/or cross-functional projects from start to finish
  • Capacity to balance day-to-day responsibilities with longer term strategic execution
  • Ability to think analytically and make data driven decisions
  • You are fast-acting (focused on results over process) and forward-looking
  • You are able to operate as “player/coach” if needed and dive into market management duties to get the job done
  • You thrive in a collaborative environment but can also prioritize and manage yourself to get things done with minimal oversight
  • Flexibility to travel 25% of the time

The starting base pay for this role is between $124,000 and $156,000. The actual base pay is dependent upon many factors, such as: education, experience, and skills. 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

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What is Airbnb looking for?
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