Job Description

Senior Supply Acquisition Manager - California

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 Community You Will Join:

Every day, Airbnb hosts provide unique Stays, Experiences, and Services that connect guests with local communities in authentic and meaningful ways. These offerings are the core of what makes Airbnb special, creating connections and unforgettable memories for travelers worldwide.

The Supply organization is at the forefront of driving Airbnb’s growth and global expansion by recruiting and retaining a diverse and exceptional community of hosts. By ensuring a robust and exceptional host network, this team plays a critical role in shaping Airbnb’s future and delivering on its mission to create a world where anyone can belong anywhere.

The Difference You Will Make:

As a Senior Supply Acquisition Manager for Marketplace, you are entrusted with building out Airbnb’s Stays business to source, acquire, and onboard homes and hosts. You will incubate new supply acquisition tactics with a core team focused on prototyping. You’ll be the driving force behind testing and scaling the go-to-market motions across segments ranging from basic to premium.

You will work closely with leadership to shape our sales playbook, test messaging, build relationships, and drive early traction. This is a hands-on role for someone who loves both the art and science of early-stage sales, enjoys experimentation, and thrives in ambiguity. You will get to test ideas, move fast, and iterate. This work is varied - creative one day, analytical the next, and always hands-on. You’ll work closely with a small passionate team.

A Typical Day:

• Prototyping: Test local market growth strategies through a mix of high-touch engagement and scaled outreach.
• Develop Sales Tactics: Build and test tailored approaches per customer profile.
• Sales Funnel: Own the full sales funnel in test markets. Build and execute across lead sourcing, outreach, qualification, follow-up, and closing high quality homes on the Airbnb platform.
• Conversion: Ability to connect with hosts and self-driven to close deals. Ability to onboard new homes to Airbnb across various categories. Build personalized sales scripts and a library of host objections.
• Referral Programs: Build and structure targeted referral campaigns and programs with incentive structures to drive conversion. Develop local partnerships with neighborhood influencers to generate high quality referrals.

Host Workshops and Roundtables: Analyze prototyping insights to build scalable playbooks.

Your Expertise:

• Travel: Up to 75% travel both domestic and international.
• Passion for Selling: 8+ years of sales experience with a proven track record in lead generation, qualification, and closing accounts.
• Supply Growth: Demonstrated experience in onboarding and scaling supply for multi-sided marketplaces with both a local focus and at scale.
• Segments and Personas: Experience selling across different customer personas, ideally including both high-touch and scaled sales motions.
• Problem Solving and Creative Thinking: Ability to think creatively and effectively address customer objections and understand their underlying motivations.
• Entrepreneurial Execution: Hands-on experience in entrepreneurship, demonstrating agility and quick decision-making to build initiatives from the ground up.
• Ownership Mindset: A strong sense of ownership and accountability, with a high pace for the team and a bias for action that inspires others.
• Results-Driven: A track record of meeting and exceeding sales targets, demonstrating strong metrics-oriented performance. Proficient in using data analytics to inform decision-making and refine sales strategies.
• Adaptability: Ability to adapt to changing market conditions and pivot strategies as necessary. Resilience in the face of challenges, with a focus on continuous learning and improvement.
• Communication: Excellent communication skills, with the ability to articulate value propositions clearly and persuasively. Experience crafting compelling presentations and pitches tailored to diverse audiences.

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 cannot 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.

How We'll Take Care of You:

Our job titles may span more than one career level. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs, and market demands. 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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