Sales Operations Lead
Leads global sales operations planning, forecasting, reporting, incentives, and revenue optimization for Airbnb’s central Supply team. The role requires 10+ years in analytics or revenue operations, strong SQL and Excel skills, and the ability to advise senior leaders through data-driven insights.
About the job
Responsibilities
- Lead central and global annual planning with Regional Sales Operations and Supply leaders, including segmentation, book assignments, capacity modeling, goal setting, and KPI development.
- Partner on quarterly OKR and goal-setting workstreams and identify opportunities to improve performance.
- Build processes that streamline emerging projects, increase visibility, and improve sales-team productivity.
- Analyze performance drivers, prioritize growth levers, and size new opportunities across host segments and operational efficiency.
- Develop and refine forecasting methodologies in alignment with Sales, Finance, and Advanced Analytics.
- Analyze market trends, identify growth opportunities, and set long-term objectives with senior leadership.
- Standardize regional and business-line reporting, including weekly and monthly business reviews.
- Conduct ad hoc analyses and provide actionable insights and operational recommendations to sales leaders.
- Collaborate with Sales, Finance, Growth Marketing, Customer Success, SupplyTech, Analytics, Data Science, and Data Engineering teams.
- Scope and execute analyses related to ROI, resourcing, and global strategy implementation.
- Design, track, and monitor sales compensation and incentive strategies.
Requirements
- 10+ years of experience in analytics, revenue operations, sales operations, or a related field.
- Expertise in KPIs for measuring revenue-operations success and identifying optimization opportunities.
- Expertise with SQL and Excel, plus familiarity with data warehousing and business-intelligence reporting platforms.
- Comfort using AI tools such as Claude in daily workflows.
- Experience across the customer lifecycle and with customer success teams.
- Strong problem-solving, analytical, financial-modeling, and business-modeling skills.
- Demonstrated ability to establish operational rigor, build stakeholder trust, improve sales productivity, and reduce process friction.
- Experience partnering with senior leadership to inform strategy and decision-making.
Compensation & Benefits
- Base pay range: $168,000–$203,000 USD.
- May be eligible for bonus, equity, benefits, and Employee Travel Credits.
Skills
SQL, Excel, Data Warehousing, Business Intelligence, Kpi Development, Revenue Operations, Sales Operations, Forecasting, Financial Modeling, Business Modeling, Data Analysis, Sales Compensation, Customer Success, AI Tools
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