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Airbnb Logo Airbnb · Sales

Market Manager, Japan - Hotels

Japan, Tokyo · Job Posted April 10, 2026
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Job Description

The Airbnb Hotels is a fast-growing business which will see you leading Airbnb’s expansion into the hotel sector in the region. Operating with an entrepreneurial spirit within the Japan team, this team combines the simplicity, product excellence, and guest-centered ethos that define Airbnb. This team’s mission is to grow and expand our the smoothest, most intuitive hotel booking experience for guests; while providing hotels an opportunity to drive high-quality incremental bookings so they can focus on delivering the best hospitality. The ultimate aim is to help more people discover high-quality hotels, creating value for guests and our hotel partners.

Job Responsibility

  • Build, manage and expand partner relationships within your territory, aiming to surpass quarterly sales targets with Hotels
  • Conduct regular optimization calls and business reviews with partners to develop strong, enduring partnerships providing exceptional, timely service to hosts, including in-person support as needed
  • Implement strategies to effectively manage and optimize the long tail of thousands of Hotels in your region
  • Prospect and onboard new, high-quality supply within your assigned geography
  • Educate clients on all significant product updates and cascade feedback on product and public policy to the relevant internal stakeholders
  • Leverage data to identify and pursue strategic growth opportunities, demonstrating an ability to navigate operational complexities and efficiently allocate resources
  • Use an entrepreneurial approach to develop and implement unique engagement projects, fostering innovation within your territory
  • Work cross-functionally with teams such as product, communications, public policy, legal, tax and customer support to ensure Airbnb's long-term market success
  • Acquire comprehensive knowledge of local market trends to inform both internal and external stakeholders
  • Understand the technical aspects of software partnerships to offer comprehensive support, ensuring a seamless experience for hosts and guests
  • Represent Airbnb in external meetings with Hotels and at industry conferences in your market, solidifying the brand's presence and commitment

Requirements

  • 8+ years of experience in new sales, account management, and partner support
  • Proven track record of effectively working a leads pipeline and a book of business
  • Proficient quantitative skills and proven ability to interpret and apply data
  • Ability to work at both strategic and tactical levels, with a proven track record to execute in ambiguous environments
  • Proven experience working cross-functionally
  • Excellent communication and presentation skills and the ability to communicate effectively with clients via phone, email, and in-person
  • Charismatic self-starter who is resourceful and self-sufficient, paired with strong time management and prioritization skills
  • Highly proficient in using CRM software, specifically in working with leads, opportunities, and other core objects - Salesforce experience is a plus
  • Ability to speak fluently in Japanese is required
  • Based in Tokyo and must be willing to regularly travel to your assigned territory, such as Osaka and Kyoto
  • Passion for Airbnb, travel, and the sharing economy - being an Airbnb host is a plus

Nice to have

  • 2+ years of tech/travel industry experience is a plus
  • Fluency in English is a big plus
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