Business Development Manager – Airbnb Hotels / Short-Term Rentals

Job Summary:

The Business Development Manager will be responsible for expanding Airbnb’s hotel and short-term rental portfolio by identifying, onboarding, and managing hospitality partners. This role involves developing strategic relationships with boutique hotels, property managers, and serviced apartment operators to drive inventory growth, optimize listing performance, and enhance partner satisfaction.

Key Responsibilities:

1. Partner Acquisition & Onboarding

• Identify and acquire new hotel and short-stay accommodation partners to list on Airbnb.
• Negotiate commercial terms, commission structures, and partnership agreements.
• Manage end-to-end onboarding, ensuring smooth integration of property management systems (PMS/Channel Managers).

2. Relationship Management

• Build and maintain long-term relationships with existing hotel partners.
• Serve as the main point of contact for partners, addressing operational and performance-related concerns.
• Conduct quarterly business reviews to assess partner performance and identify growth opportunities.

3. Market Expansion & Strategy

• Analyse local market trends, competitor activity, and supply-demand gaps.
• Develop and execute strategic plans to increase hotel supply in high-demand destinations.
• Collaborate with marketing and data teams to design promotional campaigns for partner properties.

4. Performance Optimization

• Monitor key performance metrics (occupancy, ADR, RevPAR, guest ratings).
• Provide partners with insights and recommendations to improve revenue and visibility on Airbnb.
• Coordinate with internal teams to enhance listing quality and pricing strategies.

5. Cross-Functional Collaboration

• Work with product, marketing, and customer success teams to improve partner tools and user experience.
• Represent the partner voice in internal discussions about feature development and platform improvements.

Qualifications & Skills:

• Bachelor’s degree in Business, Hospitality Management, Marketing, or related field.
• 4–7 years of experience in business development, partnerships, or sales in hospitality, OTA, or real estate sectors.
• Strong understanding of hotel distribution, channel management, and revenue management principles.
• Proven ability to negotiate and close commercial deals.
• Excellent communication, presentation, and relationship-building skills.
• Analytical mindset with proficiency in Excel, CRM tools (e.g., Salesforce, HubSpot), and data-driven decision-making.
• Ability to work independently in a fast-paced, target-driven environment.
  

Preferred Experience (Optional):

• Experience working with OTAs (e.g., Booking.com, Expedia) or PMS/Channel Manager integrations.
• Familiarity with Airbnb’s platform and host tools.
• Prior exposure to regional hospitality markets or property management.