Senior Business Development Manager, Southeast & Mid-Atlantic

The Community You Will Join: 

Airbnb for Real Estate is an entrepreneurial group within Airbnb partnering with developers, owners, and operators of, and investors in, rental and for sale housing.  By leveraging Airbnb-friendly tools, our partners are able to help promote their developments, drive incremental revenue, gain visibility and control over short term rental activity, and differentiate their properties.  We move fast and are passionate about serving our hosts and customers.  We are looking for people that want to collaborate with us to change the way people live and host on Airbnb! 

The Difference You Will Make:

As a Senior Business Development Manager, Southeast & Mid-Atlantic, you will be responsible for expanding the Airbnb-friendly program within a large swath of the Eastern United States, with three primary focuses: 

• Airbnb-friendly apartments
• Airbnb-friendly for sale partnerships 
• Aparthotels and other more intensive hosting use cases

For all, you’ll be responsible for: 

• Collaborate with our Supply Operations team to develop outreach strategies for developers, owners, and operators of, and investors in, rental and for sale housing
• Create and curate a prospect list focused on high impact partners
• Move each prospect through our sales funnel (from outreach to nurture to close) and effectively hand off each closed deal to Implementation and Account Management
• Collaborate with Account Management to grow existing partnerships

In every aspect of this role, you are measured on the ability to increase sales into high impact partners while building relationships with groups based in your region. Throughout the sales cycle and during the day-to-day of this role, collaboration with others on our talented teams (business development and elsewhere within Airbnb for Real Estate) is encouraged, celebrated and expected.  Our team is building the proverbial plane as we are flying it, so there will no doubt be opportunities to work on other areas of our growing and changing business.  Travel throughout your region and nationally to meet prospects and clients, attend events, and launch new partners is estimated to be 33%.  

A Typical Day: 

• Conduct research into high value developers,  owners, operators and investors in your region
• Engage with prospects through various means including leveraging your own network, cold calling, market visits, industry events, etc. 
• Qualify prospects and identify areas where our solutions can provide value
• Interface with external partners at all seniority levels and across disciplines throughout the deal process
• Lead presentations for potential partnerships in person and virtually
• Accurately manage a CRM sales pipeline to forecast quota achievement
• Negotiate contracts through our legal process
• Work towards monthly, quarterly and annual sales targets
• Provide product feedback from partners to  the larger Airbnb for Real Estate team and contribute to improvements to our systems and processes

Your Expertise:

• Approximately 8+ years of experience
• Working knowledge of multifamily, condominium and/or hospitality real estate acquisitions, development, finance and operations strongly preferred
• Drive and ambition with proven ability to repeatedly exceed sales objectives
• Track record of cold outreach and prospecting to drive top of funnel conversion
• Highly developed analytical, interpersonal, and verbal/written communication skills
• Time management skills to balance cold outreach while negotiating warm prospects
• Advanced level of proficiency in Salesforce and Google Suite
• Consultative approach to solving problems and presenting solutions
• Talent for distilling meaning from data and then presenting information clearly and concisely
• Positive and motivated attitude with a desire and willingness to collaborate effectively with others
• Willingness and ability to consistently solicit, provide and receive feedback to help improve individual and team performance 

Desirable Qualifications: 

• Bachelor's degree in real estate/finance
• Advanced degree in real estate/finance

Your Location:

This position is US - Remote Eligible. The role may include occasional work at an Airbnb office or attendance at offsites, as agreed to with your manager. While the position is Remote Eligible, you must live in a state where Airbnb, Inc. has a registered entity. Click here for the up-to-date list of excluded states. This list is continuously evolving, so please check back with us if the state you live in is on the exclusion list  If your position is employed by another Airbnb entity, your recruiter will inform you what states you are eligible to work from.

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.

We strive to also provide a disability inclusive application and interview process. If you are a candidate with a disability and require reasonable accommodation in order to submit an application, please contact us at: [email protected]. Please include your full name, the role you’re applying for and the accommodation necessary to assist you with the recruiting process. 

We ask that you only reach out to us if you are a candidate whose disability prevents you from being able to complete our online application.