Senior Business Development Manager, Southeast & Mid-Atlantic

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: 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 Bi lingual proficiency in English and Spanish required 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 pre