Sales Operations Lead

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 :

Airbnb's mission of providing inspiring travel experiences for our hosts and guests is reliant on our Supply teams' success in ensuring high quality supply in the market.

As the Sales Operations Lead you will partner closely with Senior Sales Operations Leads and other leaders from our Field teams and Revenue Operations teams to support strategic programs that define strategies accelerating Airbnb's supply market growth.

Your analysis and insights will help inform our supply strategy, sales methodologies, goaling and incentives.

This role is right for you if you enjoy exploring the connection between a go-to-market strategy and business impact, and then solving problems through data-based decision making.

You need to be curious, and ready to make an impact.

The Difference You will Make :

You will help the Sales Operations team improve the performance of the sales teams through sales reporting, data modeling and insights, run the business execution and business intelligence tactics.

This role can be based in the UK or Ireland.

A Typical Day :

Drive territory planning, segmentation, capacity modeling, and quota setting

Partner with Sales Leadership and Sales Operations teams on forecasting, pipeline analysis, and process improvements

Develop and refine forecasting methodologies and ensure alignment with other key stakeholders (ie Sales, Finance)

Lead local programs and strategies to continuously drive our company objectives

Work cross-functionally to design and implement new processes related to account segmentation, data management, productivity enhancements, etc.

Define global go-to-market strategy and operating plan inclusive of segmentation, coverage, routes to market, roles, incentives, enablement growth drivers, and strategic initiatives.

Lead operating rhythm including annual planning execution, forecasting, pipeline reviews and business reviews in partnership with Supply leadership, Finance, and Global Revenue Operations teams

Reporting & Analytics

Design new KPIs and leverage existing reporting and analytics on key metrics such as pipeline, sales productivity, sales velocity, etc. to identify insights, implications, and actions to optimize performance.

Generate weekly regional data insights and reports to identify process gaps and drive resolutions (i.e. WBR, 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

Ensure data accuracy and integrity in Salesforce and other sales tools

Cross-Functional Collaboration

Work with Sales, Marketing, Finance, and other teams to improve sales efficiency and support strategic initiatives

Ensure effective delivery of Supply plan org objectives through x-functional partnership, oversight and support to course correct where required to land performance

Participate in or help drive cross-functional projects with strong accountability and attention to detail

Incentives & Compensation

Collaborate with Sales Operations leads to design and execute end to end sales compensation and incentive strategies

Your Expertise :

Degree in Applied Mathematics, Marketing, Finance, Statistics, Computational Sciences or similar field

Minimum 10+ years working experience in similar role in a fast moving business environment, preferred tech, consulting, or banking

Strong proficiency with data modeling, extraction and business intelligence tools (e.g., Looker, Tableau, Excel, SQL)

Excellent analytical skills, with the ability to translate data into actionable insights

Strong communication and collaboration skills, with experience working cross-functionally

Highly organized with a strong attention to detail and ability to manage multiple priorities

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.

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