Senior Market Manager, Luxe

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.

About the Role

As a Senior Market Manager, Luxe, you will drive supply growth for Airbnb Luxe in your assigned geographies — acquiring new listings and cultivating host relationships that define Luxe. You will serve as the on-the-ground market expert, combining deep knowledge of luxury real estate and travel landscape with a consultative, relationship-first approach to acquisition and account management.

You will work with Luxe Guest Services, Content & Quality, and cross-functional teams to ensure every home meets Airbnb Luxe's standards. This role is equally focused on strategic growth and day-to-day excellence - you'll be equally comfortable prospecting net-new hosts, conducting business reviews, and rolling up your sleeves to solve host challenges.

What You'll Do

Supply Acquisition & Pipeline Development

Lead net-new host and listing acquisition in assigned markets, moving qualified leads through the funnel to meet and exceed quarterly supply goals

Prospect and identify high-quality homes through external research, networking, and partnerships with luxury real estate professionals, property managers, and operators

Qualify incoming leads and deliver fully vetted hosts and listings to the onboarding team with clear handoff documentation

Compellingly articulate Airbnb Luxe's value proposition across all formats — phone, email, in-person — tailored to the luxury audience

Market Development & Launches

Own new market launches end-to-end, including lead generation, host recruitment, coordination with Home Quality and Guest Services, and post-launch performance monitoring

Develop a nuanced understanding of your markets: desirable neighborhoods, architectural styles, design aesthetics, pricing trends, seasonality, and the competitive landscape

Build and maintain localized pitches that resonate with luxury homeowners and real estate professionals in your region

Host Account Management & Optimization

Manage a portfolio of Luxe hosts, serving as their primary point of contact and trusted advisor

Conduct regular business reviews and optimization calls to uncover challenges, identify growth opportunities, and provide data-driven recommendations

Support onboarding of new listings for assigned hosts, ensuring a seamless experience

Design and deploy strategies to manage and optimize long-tail hosts across your markets

Improve listing bookability through performance analysis and targeted host education

Cross-Functional Collaboration & Escalations

Act as the primary liaison between assigned hosts and internal teams (Guest Services, Content & Quality, Product, Policy) for escalated issues and strategic initiatives

Serve as an effective "air traffic controller" — routing host requests to the right internal resources while maintaining direct host accessibility

Cascade host feedback to relevant stakeholders to inform product and policy decisions

Educate hosts on significant product updates, policy changes, and platform best practices

What We're Looking For

Experience

6+ years of relevant experience in sales, account management, business development, or strategic partnerships — ideally within luxury travel, hospitality, or real estate

Demonstrated track record of hitting or exceeding acquisition and/or revenue targets in a fast-paced, metrics-driven environment

Experience working cross-functionally across teams to influence change and drive results

Familiarity with CRM tools and the ability to maintain rigorous pipeline hygiene and reporting

Skills & Competencies

Strong executive presence with the ability to build credibility and influence senior decision-makers both internally and within the luxury industry

Excellent negotiation skills and the ability to close complex, high-value partnerships

Sharp market instincts — you can quickly assess a neighborhood, identify a trend, and translate that into actionable strategy

Exceptional written and verbal communication skills; able to craft compelling pitches and maintain polished host-facing correspondence

Highly organized with the ability to manage multiple priorities, projects, and stakeholder relationships simultaneously

Comfortable operating with ambiguity and adapting quickly in an ever-evolving environment

Japanese and English proficiency required

Mindset

Deep alignment with Airbnb's mission and a passion for the luxury travel and homes space

A consultative, relationship-first approach — you build trust before you close deals

Proactive, solutions-oriented, and self-directed; you don't wait for problems to escalate

Collaborative by nature — you understand that success in this role is a team sport

Location

This role requires proximity to the Japan Market, with the ability to travel up to 50% of the year into markets across Japan and for team offsites.

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.

Reasonable Accommodations: We are committed to providing reasonable accommodations throughout the recruitment process for applicants with disabilities. If you need assistance, or an accommodation, please let your recruiter know once you are contacted about a role.

A Note on Recruiting Scams: Scammers sometimes pose as Airbnb recruiters to get money or personal information from candidates. A few things that will always be true for Airbnb’s hiring process: our open roles are posted on Airbnb’s Career’s Page at careers.airbnb.com, and our recruiters correspond only from @airbnb.com or @ext.airbnb.com email addresses. Our recruiters will never ask for your Social Security number, bank account details, passport, or payment app information while you are interviewing. We’ll also never ask you to pay a fee, send money, deposit or cash a check, or purchase work-related equipment (such as a company laptop) during the interview process. We encourage candidates to remain vigilant of these recruiting scams and not share sensitive information if you do not believe an individual is actually affiliated with Airbnb.