Sales Operations Lead

Airbnb

15h•$168,000 - $203,000•Remote

About The Position

As the Sales Operations Lead for our Central Team, you will drive business growth and optimize revenue generation by partnering with cross-functional teams such as field sales, account management, marketing, and other internal teams. You should have a deep understanding of metadata and be familiar with various definitions of go-to-market (GTM) strategies. Additionally, you should be knowledgeable about sales methodologies, best practices, sales metrics, and sales cycles. Your role will involve supporting the development of strategy and major supply activities (i.e. annual planning), as well as assisting with the daily operational functions of the business.

Requirements

10+ years of experience in analytics, revenue operations, s or other related field
Expertise in key performance indicators (KPIs) to measure the success of revenue operations initiatives and identify areas for optimization
Expertise in data analysis tools (e.g., SQL, Excel) and familiarity with data warehousing, and BI reporting platforms. Comfort with AI tools (Claude) as part of your day-to-day workflow.
Experience across the Customer Lifecycle with customer success teams.
Strong problem solving and analytical skills including designing, developing and evolving financial/business models.
Demonstrated success in creating and driving operational rigor and excellence while building trusted relationships with key stakeholders to maximize sales productivity and remove friction from operational processes to support long-term durable growth of the business.
Track record of working closely with senior leadership and acting as a thought partner to senior leadership to inform strategy and decision-making yielding positive outcomes.

Responsibilities

Drive central, global annual planning in partnership with Regional Sales Ops and Supply leaders: delivery of analytics and recommendations for global segmentation, book assignments, capacity modeling, goal setting and inputs/KPIs
Partner closely with cross-functional teams on quarterly global and regional OKR and goal-setting workstreams and provide recommendations in improvement opportunities
Build processes to streamline nascent projects, create visibility, and drive sales team productivity
Diagnose opportunities to strengthen global performance through continuous insights into impact drivers and driving prioritization of most impactful levers
Partner with cross-functional teams on the sizing of new opportunities (host segment, efficiency etc) in partnership with Regional Sales Operations/ Enterprise Operations to continuously drive business growth
Develop and refine forecasting methodologies and ensure alignment with other key stakeholders (ie Sales, Finance, Advanced Analytics)
Drive the delivery of intelligence at a global scale- analyzing market trends, identifying growth opportunities, and setting long-term objectives with VP-level leadership
Drive standardization and best practices for regional, business line reporting that generates actionable insights (ie WBRs, MBRs)
Conduct ad-hoc analyses to support business initiatives and leadership inquiries
Support sales managers and leaders by delivering analytical insights and recommending operational improvements
Work with Sales, Finance, Growth Marketing and other teams to improve sales and scaled host lifecycle efficiency and support strategic initiatives
Partner with technical teams (SupplyTech, Analytics, Data Science, Data Engineering) on building infrastructure, project scoping, and executing analyses related to ROI, resourcing, and translating global strategies into executable initiatives
Participate in or help drive cross-functional projects with strong accountability and attention to detail
Collaborate with Regional Sales Operations leads to design, track and monitor sales compensation and incentive strategies