Enablement Lead

The Community You Will Join:

The Revenue Operations team plays a vital role in furthering our mission by representing and advocating for our hosts within Airbnb. Airbnb’s mission of providing inspiring travel experiences for our hosts and guests is heavily reliant on our Scaled Sales  teams’ success. This role is primarily responsible for working closely with the Head of Sales Enablement to launch, build programs and provide tools for our global sales team to ensure operational excellence of the team and build tight collaboration across other teams within Airbnb. You will work closely with the Revenue Operations and Sales Leadership Team, cross-functional teams, other leaders within Airbnb to ensure we deliver the highest-quality experience for our hosts.

The Difference You Will Make:

As the Enablement Lead, you will partner with our Supply leadership, as well as cross functional partners, on multiple initiatives from delivering on centrally run strategic programs to defining and executing content and training that will accelerate Airbnb’s growth. You should be comfortable with a variety of go to market strategy definitions and execution, familiar with sales methodologies, best practices, sales metrics and cycles and supporting the day to day of the Scaled sales team and business priorities.

A Typical Day:

The Enablement Lead for Acquisition Initiatives will focus on designing and executing enablement programs tailored to support the acquisition efforts of our sales teams. The sales teams for this role are 3rd party vendor and internal teams, experience working in this environment is critical. The role is pivotal in driving performance by equipping the acquisition teams with the tools, training, and resources they need to onboard, optimize, and retain high-quality hosts.

• Program Design & Delivery: Develop and implement enablement strategies focused on the Host Acquisition segment, ensuring alignment with acquisition goals and business growth objectives.
• Training & Development: Create and deliver targeted training programs at scale to enhance the skills of sales teams, focusing on host acquisition, onboarding processes, and performance optimization.
• Content Creation: Collaborate with cross-functional teams to produce relevant enablement materials, including playbooks, toolkits, and best practices, ensuring consistency in messaging.
• Salesforce & Tools Optimization: Partner with the biztech and Salesforce teams to ensure effective use of systems and tools, improving data flow and visibility into host acquisition performance.
• Stakeholder Collaboration: Work closely with acquisition leaders, biztech, and other key stakeholders to ensure alignment with overall business initiatives and provide continuous feedback on enablement effectiveness.
• Metrics & Reporting: Measure the impact of enablement programs through key metrics such as host acquisition, activation rates, and retention, ensuring initiatives drive measurable business outcomes.
• Continuous Improvement: Regularly assess enablement needs, making data-driven decisions to enhance the program's impact and address challenges in the acquisition process.
• Onboarding of new sales agents: Partner with RevOps and internal teams to ensure the smooth and timely onboarding of new agents (tools, access and knowledge)

Your Expertise:

• Proven experience in enablement, sales, or training, with a focus on marketplace or community-based environments.
• Proven experience working with 3rd party sales & suppliers.
• Strong understanding of acquisition processes and the challenges faced by sales teams in acquiring new hosts or customers.
• Experience in working with external vendors 
• Experience working with CRM systems, particularly Salesforce, and other sales enablement tools such as MixMax and Gong.
• Excellent project management skills, with the ability to manage multiple priorities and stakeholders.
• Minimum of 15 years in a sales or operations role combined experience demonstrating success managing complex projects from start to finish
• Proven track record as a great cross-functional business partner and ability to lead within a cross-functional environment
• Strong strategic and critical-thinking skills. Able to connect dots and proactively develop proposals and solutions
• Experience onboarding new reps and supporting their ongoing learning and development
• Experience across the Customer Lifecycle with pre-sales, sales and customer success teams
• Bachelor degree required
• Excellent verbal and written communication skills
• Accuracy and attention to detail
• Professional and consistent work habits, strong work ethic, driven to achieve company goals
• Proven ability to succeed in both collaborative and independent work environments
• Strong business acumen with an ability to build relationships with and partner with other executives and build relationships across a complex organization
• Strong team player with a track record of cross functional collaboration.

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.