Senior Demand Generation Specialist, Hotels (12M FTC)

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About the role

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: The Airbnb Hotels organization is a fun, entrepreneurial, start-up team where you can have outsized impact. Simplicity is at the core of our products. We pride ourselves on delivering the smoothest and most intuitive hotel booking experience. For hotels, we make it easy to drive incremental bookings so they can focus on the craft of hosting. We aspire to facilitate hotel discovery and serendipity at scale, benefitting guests and hotel partners. The Difference You will Make: Airbnb is building the world's largest supply of boutique and independent hotels on its platform. To accelerate that growth, we're hiring a Senior Demand Generation Specialist to own the inbound engine for our Hotels Acquisition team. This is a high-impact, strategic and hands-on role sitting at the intersection of marketing and sales. This is Airbnb's first-ever B2B demand generation role. You'll build the Hotels inbound motion from the ground up across EMEA, as a 12-month pilot that will shape how we scale it globally. A Typical Day: • Define and own the EMEA inbound strategy and roadmap, prioritising the channels and initiatives that will drive the most hotel go-lives • Build and scale multi-channel inbound programs (email, paid, SEO, content, events, partnerships) targeting independent hotels, boutique chains, and hotel groups globally • Own the full funnel from lead capture to MQL handoff, including lead scoring, routing, and CRM hygiene in Salesforce, in collaboration with RevOps Teams • Design Linkedin campaigns in coordination with regional AE teams to target high-priority segments and geographies • Develop outbound-assist sequences (via tools like Mixmax or Outreach) to complement AE prospecting • Partner with Global Marketing to build collateral, landing pages, and nurture flows that speak to hotel operator pain points • Track, report, and optimize against pipeline contribution metrics: MQLs, MQL-to-SQL conversion, cost per lead, and influenced revenue • Run co-marketing and referral programs with industry partners (channel managers, PMSes, hospitality associations) • Build business cases for each campaign, secure budget from stakeholders, and show clear ROI • Run a test-and-learn approach: launch quickly, measure, cut what doesn't work and scale what does • Use AI and automation to scale campaign creation, content and lead nurture • Work with Connectivity, Events, Country Managers and AEs to turn webinars, events and partnerships into measurable pipeline Your Expertise: • 8+ years of experience in B2B demand generation or growth marketing, ideally within marketplace, hospitality tech, or SaaS environments • Proven track record of building inbound programs that generate measurable sales pipeline, including experience building a demand gen function from scratch (startup, scale-up, or new-business environment) • Hands-on experience with Salesforce, marketing automation tools (MixMax, Outreach, or similar), and paid channels • Strong analytical, systems-driven approach; comfortable running campaigns yourself, not just briefing others • Data-driven: you own your funnel metrics and can connect campaign activity to revenue impact • Hands-on experience using AI tools to automate campaigns and create content at scale • Strong sales alignment instincts; you treat AEs as internal customers • Comfortable with ambiguity: able to shape your own scope, ma

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