About the Role
Airbnb is a global platform where hosts offer stays and experiences that help guests connect with communities. Airbnb Hotels helps hotels drive incremental bookings and provides guests with a smooth hotel booking experience.
Responsibilities
•Define and own the EMEA inbound strategy and roadmap, prioritizing channels and initiatives that drive hotel go-lives
•Build and scale multi-channel inbound programs targeting independent hotels, boutique chains, and hotel groups globally
•Own the funnel from lead capture to MQL handoff, including lead scoring, routing, and Salesforce CRM hygiene, in collaboration with RevOps
•Design LinkedIn campaigns with regional AE teams to target priority segments and geographies
•Develop outbound-assist sequences to complement AE prospecting
•Partner with Global Marketing to build collateral, landing pages, and nurture flows addressing hotel operator pain points
•Track, report, and optimize pipeline contribution metrics, including MQLs, MQL-to-SQL conversion, cost per lead, and influenced revenue
•Run co-marketing and referral programs with industry partners
•Build campaign business cases, secure stakeholder budgets, and demonstrate ROI
•Apply a test-and-learn approach: launch quickly, measure results, stop ineffective campaigns, and scale successful ones
•Use AI and automation to scale campaign creation, content, and lead nurturing
•Work with Connectivity, Events, Country Managers, and AEs to turn webinars, events, and partnerships into measurable pipeline
Requirements
•At least 8 years of experience in B2B demand generation or growth marketing
•Proven track record of building inbound programs that generate measurable sales pipeline, including building a demand generation function from scratch
•Hands-on experience with Salesforce, marketing automation tools such as MixMax or Outreach, and paid channels
•Strong analytical and systems-driven approach; comfortable running campaigns directly
•Data-driven approach, ownership of funnel metrics, and ability to connect campaign activity to revenue impact
•Hands-on experience using AI tools to automate campaigns and create content at scale
•Strong sales alignment; treat AEs as internal customers
•Comfortable with ambiguity, shaping the role's scope, making the case for investment, and adjusting based on results
•Fluent written and spoken English
Nice to have:
•Additional European languages
•Experience operating globally across multiple regions and languages
Conditions
•12-month fixed-term contract; a successful pilot could lead to the role continuing beyond the initial term
•Annual base pay range: €74,000 — €92,000 EUR
•May be eligible for a bonus, benefits, and Employee Travel Credits
•Relocation support is not available
