Job Details

• 💼 Revenue team 
• 📍 Japan
• 🕜 Full-Time Remote
  
• 🌐 Fluent in English and Japanese
  

What you will do
You’ll be the face of Lighthouse for prospective clients, owning the full sales cycle from prospecting to close. This is a hunter role: you carry a quota, you build your own pipeline, and you’re accountable to outcomes and success. No excuses, just results.
What makes this different: you won’t do it alone. Lighthouse is deploying an agent AI infrastructure — Enablement, Pre-Sales, and Coaching agents — alongside a modern revenue stack. AI handles the prep, the sequencing, and the pattern recognition so you can focus on what matters — building relationships, running sharp discovery, and closing deals.
We work with structured sales methodology, like MEDDPICC to support high-quality deal execution. You’ll advance deals with evidence, protect pricing on value, and forecast with precision. We want to help you use modern tools to become a better seller and achieve great success. 

Where you will have impact

• Own your territory and your number. Build and execute a strategic territory plan to generate a net-new pipeline. Maintain 3x pipeline coverage, forecast honestly, and take full accountability for your results. Your quota is your commitment.
• Hunt and build a pipeline. Source a meaningful share of your own pipeline through outbound sequences, ICP targeting, Lighthouse Connect events, and industry conferences. This is not an SDR-reliant role.
• Run a disciplined sales process. Using MEDDPICC to qualify and advance opportunities. Use the AI Pre-Sales Agent to identify gaps before every major call. Advance deals through stage gates with evidence, not optimism. Leverage AI to make your days easier and focus on more selling time.
• Use AI as a force multiplier. Leverage the Enablement Agent for call prep, discovery frameworks, and positioning. Use the Coaching Agent to surface patterns in your pipeline and win rate. Push back on the tools when they’re wrong — help make the system smarter.
• Become a hospitality expert. We will help you understand revenue management workflows well enough to run ROI conversations without a pre-sales overlay on every deal. Position an integrated platform versus point solutions. Know the competitive landscape inside out.
• Drive results beyond net-new. Consistently meet and exceed sales targets through new business and by identifying expansion and upgrade opportunities within your accounts. Partner with Product to share market feedback and influence the roadmap. Represent Lighthouse at industry events to build the brand and your

About our team

You’ll join a global Revenue team of 150+ sales professionals across 24 countries. Our team works across the full Lighthouse product suite, helping hotels, chains, and hospitality groups achieve their commercial goals. It’s a collaborative, high-energy environment with real opportunities for career growth and the chance to learn from experienced leaders as we continue to expand our market share.

What's in it for you

• Flexible time off: Autonomy to manage your work-life balance.
• Career development: Workshops, frameworks, and training to maximize your professional potential.
• Impactful work: Shape products relied on by 85,000+ users worldwide.
• Referral bonuses: Earn rewards for bringing in new talent.

Who you are

• 2–5 years in a closing sales role, SaaS experience is a must but hunger and skill matters more than industry tenure.
• Self-directed, coachable, and driven to continuously improve. You seek feedback on your calls, your pipeline, and your positioning — and act on it within the next deal, not the next quarter.
• You treat AI tools as a core part of your selling motion, not a novelty. You adopt new tooling quickly and bend it to your style.
• Experience with MEDDPICC or similar qualification frameworks is a plus, not a requirement. What matters is that you bring discipline and structure to how you run deals.
• Strong business acumen with the ability to sell on value, not price. Confident engaging stakeholders from GMs to C-suite.
• You want to win. You prospect when it would be easier not to. You follow up one more time. You’re not okay with a bad quarter.

Job Role...

At Soho House the Receptionist is responsible for welcoming, directing or signing in all members and guests to the property and assisting with room check in/outs. As a Receptionist, you will wear many hats; reception desk and handle basic admin duties, host in the restaurant and rooftop where needed as well as performing guestlist responsibilities. You will be responsible for being knowledgeable on all aspects of the property, neighborhood and fostering the ‘home away from home’ feeling when members enter the building.

Main Duties...

Front Desk

• To process all member/guests’ check-ins by confirming reservations in Opera verifying guest identity, requesting form of payment, assigning room, and issuing room key in accordance with property policies and procedures.
• To secure valid form of payment (e.g. credit card, cash) prior to issuing room key.
• To set up accurate accounts for each guest upon check in according to their requirements.
• To activate room keys and reissue new room keys to guest as necessary (e.g. lost key) by verifying member/guest identity.
• To assign room according to guest request and preferences whenever possible.
• To verify and adjust billing for member/guests.
• To process all check-outs including express check-outs, resolving any late and disputed charges, settling account, retrieving room keys, and requesting comments on members/ guest’s stay.
• To accommodate requests for room changes when possible.
• To file member/guest paperwork or documentation respecting GDPR guidelines.
• To sell (or upsell) a room/accommodation to guests without reservations based on availability.
• To communicate and prioritise rooms on ‘Q’ and keep track of changes in room status.
• To co-ordinate with Housekeeping (and Engineering) to track readiness of rooms for check-in and to report guest concerns.
• To confirm reservations and cancellations.
• To run daily reports (number of arrivals, departures), identify any special requests, and check reports for accuracy.
• To complete designated reports in Opera.
• To run credit card authorization report and check for discrepancies.
• To print contingency lists to have a record of all members/guests in case of emergency.

Club

• To ensure every member is welcomed by name (if local) and guest is welcomed with open arms and in a hospitable manner.
• To answer high-volume phone lines and calls for restaurant, roof and cinema reservations, general inquiries, and deliveries, messages for members among other inquiries.
• To be well-versed on standard Q&A regarding menus, hours of operation and amenity availability/pricing.
• To maintain a clean, sanitary and safe work environment, reception area, desk and coat check closet.
• To support with guest list duties on the floor level, club and/or Rooftop (if applicable).
• Support, redirect and problem solve in real-time to ensure any guest related concerns are addressed and action items have been set.
• To assist guests by checking/ retrieving their coats and/or items they left.
• To build relationships with members and guests and communicate and red flags and positive feedback to your manager or Membership team.
• To influence a fun and positive atmosphere by being approachable and professional.

Other

• To follow property procedures for handling emergency situations (e.g. evacuations, medical emergencies, natural disasters).
• To follow company and department safety and security policies and procedures to ensure a clean, safe and secure environment.
• To protect the privacy and security of members.
• To maintain confidentiality of proprietary materials and information
• Yo ensure uniform and personal appearance are clean, hygienic, professional and in compliance with company policies and procedures.
• To protect company tools, equipment, machines, or other assets in accordance with company policies and procedures.
• To develop and maintain positive and productive working relationships with other employees and departments.

Experience Required...

• Previous experience in a similar role in a fast-paced high-volume work environment.
• Welcoming and approachable.
• Adaptable and team player.
• Possesses good written and verbal communication, fluent in Japanese & English.
• Problem Solving and Decision Making
• Ability to handle feedback to achieve member satisfaction
• Ability to multitask, be flexible and work in a fast-paced environment
• Ability to understand and follow written and verbal instructions
• Excellent interpersonal, communication and problem solving skills
• Knowledge of Hotel PMS (Opera), Salesforce, and OpenTable is desirable

Job Details

• 💼 Revenue team 
• 📍 Japan
• 🕜 Full-Time Remote
  
• 🌐 Fluent in English and Japanese

What You Will Do

As a Regional Sales Manager, you are primarily responsible for managing a team of about 3 reps who are able to consistently achieve quota.

• Develop a best in class sales organization and get the team of reps to maximize sales revenue and meet or exceed set target
• Develop specific plans with the reps to ensure sales growth both long and short-term
• Work closely with reps on deal execution and assist with the closing of key opportunities
• Assist the team by demonstrating own market knowledge and product expertise on demos with partners or prospects and join various calls with external parties 
• Ensure that reps clearly understand the amount of funnel necessary to sustain success and work closely with reps on demand creation activities
• Measure and manage key business KPIs and ensure that reps are able to clearly understand the definition of success
• Run various team calls and other internal calls to ensure team alignment and clear expectations
• Run weekly forecast calls that allow for an accurate monthly and quarterly sales forecast
• In absence of Head of Sales for the region, liaise with the sales reps on specific pricing of customised deals by market
• Identify missing or out-dated processes that need to be developed or redesigned, and create best best practices to improve sales process by working closely with Sales Operations to make it easier for reps to sell
• Work closely with field marketing and corporate marketing to ensure a strong communication and collaboration between the two teams to maximize the performance of the lead funnel 
• Work in other lines of business (marketing, product, sales operations, customer success, service delivery) to ensure the smooth sales processes, long term success of our customers, maintaining a high retention rate 

Where You Will Have Impact 

• Work with our in-house talent acquisition manager to recruit, hire and train new team members
• Foster your team’s growth through development planning, performance management, collaborative work, and real-time feedback and coaching that promotes individual success and long term retention.
• Focus on weekly one-on-ones that help sales reps develop in all areas of sales success and personal growth
• Work closely with Sales Operations and Sales Enablement Manager to identify slow ramping or low performing reps and develop individual plans to improve performance
• Be a culture carrier, understand and promote that values that have made Lighthouse a long term success
• Be a motivator, ensure that reps have a clear understanding of our vision, mission and values and that they exhibit them as they work with prospects and customers
• Be able to effectively and objectively implement performance improvement plans and ensure that reps have a clear understanding of their performance

About our team

You’ll join a global Revenue team of 150+ sales professionals across 24 countries. Our team works across the full Lighthouse product suite, helping hotels, chains, and hospitality groups achieve their commercial goals. It’s a collaborative, high-energy environment with real opportunities for career growth and the chance to learn from experienced leaders as we continue to expand our market share.

What’s in it for you?

• Flexible time off: Autonomy to manage your work-life balance.
• Career development: Workshops, frameworks, and training to maximize your professional potential.
• Impactful work: Shape products relied on by 85,000+ users worldwide.
• Referral bonuses: Earn rewards for bringing in new talent.

Who you are

• 5+ years as a sales manager of at least 6 reps (AE/BDM)
• Leadership skills that motivate reps to go the extra mile for you
• Proven experience in working in international environment
• Successful track record of achieving quota as a sales rep
• Successful track record of target setting and helping a team of reps attain quota
• Proven experience with SalesForce, or other CRM systems and related sales tools
• Excellent analytical, problem solving and troubleshooting skills 
• Strong overall business and people skills, including planning, presentation skills, sales skills;
• Excellent communication skills, including the ability to teach, coach, mentor and motivate individual reps and with others in the company
• Selling to the hospitality and SaaS industry is a strong plus
• You are fluent in English and Japanese. Any other (South) East-Asian language is a plus! 

Are you looking for a unique opportunity to work at the cutting edge of travel? Would you want to work in a rapidly growing company with some of the sharpest minds in the industry?  How about living in one of the world’s most beautiful countries, one top-rated by expats? Then Agoda is the place for you!

Agoda is an online hotel and accommodation booking website part of the Booking Holdings Group (alongside Kayak, booking.com, rentalcars.com, and others), which is by far the largest and fastest growing travel portfolio in the world. The best part is that each brand operates independently, meaning we have the resources of a big enterprise, but the mentality of an entrepreneurial startup.

The Director of Product, is a senior role overseeing a team of product owners that look after a major strategic customer facing initiative. This role is a hands on role deep in the details while developing an overall strategy focused on innovation and inspiring a highly skilled team.

This position is based in Bangkok and open to candidates worldwide. We will assist you with visa and relocation package, ensuring a smooth transition to working and living in Bangkok.

What’s the work like? Agoda’s product team is the company’s engine for innovation. You can expect to work on the cutting edge of technology, data, digital marketing, algorithmic decision-making and consumer psychology – all at a scale that very few ecommerce companies in the world today can offer.

Responsibilities:

• Lead company-wide product innovation by overseeing the roadmaps and overall vision of the team. Relentlessly prioritize innovations to achieve growth goals
• Communicate your vision extensively with stakeholders across the organization, particularly in the marketing department
• Manage a team of product owners in supporting them to execute on their roadmaps.
• Act quickly on trends and opportunities by staying up to date on an extremely dynamic and competitive industry

Qualifications and experience:

• Extremely comfortable with data and analysis. Proven ability to leverage analytics and quantitative methods to inform and influence decision-making
• Experience working with designers solving complex user experience issues, preferably in an international ecommerce setting
• A hands on approach driven by a passion for rapidly designing and building projects, then A/B testing their success
• Entrepreneurial and analytical; effective at managing change in a fast-moving and constantly evolving business
• Ability to motivate and inspire a team to achieve beyond what they imagined possible

Preferred Qualifications:

• MBA, advanced math or engineering degree
• Able to design large data structures and write intermediate SQL queries

By applying to this job, you agree that Agoda may process your personal data in accordance with Agoda applicants privacy statement. (link to https://careersatagoda.com/privacy-statement/)

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Get to Know Our Team  

Agoda Homes—a core business line within Agoda—supports a wide range of non-hotel accommodation types including serviced apartments, homes, private villas, farm stays, chalets, boats, and more. While these accommodations have always been available on Agoda.com, today’s evolving landscape demands a sharpened focus on expanding supply and elevating quality. Our team builds long-term, cross-cultural partnerships that create exceptional value for Agoda, our partners, and our customers.  

The Opportunity  

This role is responsible for expanding the supply of non-hotel accommodations in Japan, strengthening partner relationships, and improving the quality of Homes supply. The ideal Area Manager, Homes Supply has experience in the homes, hotel, or travel industry—especially online travel —and will manage accommodation partners to unlock opportunities for mutual business growth.  

The role includes sourcing and acquiring new supply, maintaining and optimizing existing relationships, and combining on-the-ground insights with data analysis to uncover strategic opportunities. You will communicate key findings to internal and external stakeholders and contribute to projects such as developing a host community network to accelerate supply growth. Key responsibilities of the role include managing relationships with our key supply partners in the Japanese markets, including ensuring we obtain the best prices and availability for our customers.  

This position is based in our Tokyo office. You will work closely with colleagues across regional and central teams, including teams in Thailand, South Korea, Taiwan, and more.  

In this role, you will be responsible for:  

• Lead, coach, and develop a small team of account managers, providing direction, feedback, and support to ensure high performance and alignment with team goals 

• Leverage analytical and problem-solving skills to drive the supply health of the assigned portfolio   

• Grow the business through targeted sourcing of new accommodation partners  

• Optimize existing supply by offering products to match market demands, improving business performance for accommodation partners, as well as ensuring we receive competitive rates and availability for our customers  

• Build trusted relationships with decision makers; use a consultative approach to increase engagement with Agoda’s programs  

• Report weekly/monthly KPIs and key metrics internally to showcase successes and highlight potential opportunities    

• Support Agoda Homes’ regional and global leadership in executing scalable initiatives/projects to drive Homes business growth   

• Assist in developing a community of hosts, host events, and attend relevant events in the market   

• Prepare materials to aid in growing our business during partner meetings   

• Consolidate feedback from hosts to understand product gaps and feature requests 

Please note that responsibilities may evolve based on business needs.  

What You’ll Need to Succeed:  

• Bachelor’s degree or equivalent in a relevant field 

• Fluency in both Japanese (for partner engagement) and English (for internal communication) 

• Minimum 8 years of experience in e-commerce, technology, or internet industries in B2B sales or similar partner-facing roles 

• Minimum 4 years of people management experience or project leadership experience 

• Proven track record as a self-starter who can think out of the box and autonomously execute projects in a fast-paced environment 

• Results-oriented strategic thinker who is assertive, creative, and open to innovation 

• Fast learner who adapts well to and is energized by change 

• Strong business development skills, with the ability to build and grow relationships with key partners and acquire new hosts onto our platform 

• Ability to effectively execute the team’s vision while communicating it clearly and gaining buy-in from key stakeholders 

• Strong interpersonal skills and the ability to influence both internal and external stakeholders; a collaborative mindset with strong execution and a “get-it-done” attitude 

• Proficiency in Microsoft Word, Excel, Outlook, PowerPoint, and similar tools 

Get to Know our Team: 

Japan Growth Team  

Japan Growth team is a team of creative entrepreneurs that develop solutions for Agoda’s emerging and high-growth accommodation partners. Members of our team are empowered and supported to grow our partners value as a strategic partner. Our mission is to maximize our partner’s revenue potential by offering the best solutions applies to their unique needs and strength. Leveraging our strong global network and customer reach, we roll out new products to optimize the demand and supply, introduce more travelers to our great products and services to deliver significant revenues to the overall business. 

The Opportunity: 

As a Growth team leader, you are dedicated to lead the top performing team to maximize the revenue potential for our property partners across Japan. We are passionate about building strong relationships and helping our partners succeed on Agoda’s platform and building the trust as a strategic partner to our property partners.  

Responsibilities: 

• Lead, coach, and motivate a team of Account executives to achieve and exceed growth targets. 

• Develop and execute strategies to grow our business by adopting the right products to the right partners across Japan. 

• Monitor team performance, provide regular feedback, and support professional development. 

• Build and maintain strong relationships with key hotel partners and industry stakeholders. 

• Oversee the end-to-end Sales process, maximizing the revenue growth of our partners  

• Collaborate with cross-functional teams to optimize the sales pipeline management and Conversation rates. 

• Analyze market trends, competitor activities, and team performance data to inform strategy and drive continuous improvement. 

• Report on team activities, pipelines, and results to senior management. 

• Represent Agoda at industry events, conferences, and partner meetings as needed. 

Must-Have Skills & Qualifications:

• Experience in sales, business development, or account management, with preferably 3 years in a leadership or supervisory role, preferably directly managing 5+ members. Strong leadership and people management skills, with a track record of coaching and developing high-performing teams. 

• Excellent communication and negotiation skills in Japanese (business to native level) and English (business level). 

• Proven ability to build and maintain relationships with stakeholders at all levels. 

• Analytical mindset with the ability to interpret data and make strategic decisions. 

• Highly organized, proactive, and able to manage multiple priorities. 

• Experience working in a fast-paced, multicultural environment. 

Get to Know our Team:

The Agoda Japan Hotel Acquisition Team is dedicated to expanding Agoda’s accommodation offerings across Japan. Our mission is to identify, approach, and onboard new hotel partners, ensuring they are successfully launched and visible on Agoda’s platform. We believe that growing our network of quality hotels is essential to delivering the best possible experience for our customers.

As the first point of contact for potential partners, we act as trusted advisors—sharing market insights, best practices, and innovative solutions to help hotels maximize their success on Agoda. Leveraging Agoda’s industry-leading technology and global expertise, we collaborate closely with both local and international teams to drive growth and create value for our partners, our customers, and Agoda.

The Opportunity:

As a Senior Account Team Lead, you are dedicated to expanding Agoda’s accommodation network by identifying, approaching, and onboarding new hotel partners across Japan. We are passionate about building strong relationships and helping our partners succeed on Agoda’s platform.

Responsibilities:

• Lead, coach, and motivate a team of Account  executives to achieve and exceed acquisition targets.
• Develop and execute strategies to identify, approach, and onboard new hotel partners in key regions across Japan.
• Monitor team performance, provide regular feedback, and support professional development.
• Build and maintain strong relationships with key hotel partners and industry stakeholders.
• Oversee the end-to-end Sales process, ensuring new partners are set up for success and go live smoothly on Agoda’s platform.
• Collaborate with cross-functional teams to optimize the sales pipeline management and Conversation rates.
• Analyze market trends, competitor activities, and team performance data to inform strategy and drive continuous improvement.
• Report on team activities, pipelines, and results to senior management.
• Represent Agoda at industry events, conferences, and partner meetings as needed.

Must-Have Skills & Qualifications

• Experience in sales, business development, or account management, with at least 1 year in a leadership or supervisory role, preferably directly managing 5+ members. Strong leadership and people management skills, with a track record of coaching and developing high-performing teams.
• Excellent communication and negotiation skills in Japanese (native level) and English (business level).
• Proven ability to build and maintain relationships with stakeholders at all levels.
• Analytical mindset with the ability to interpret data and make strategic decisions.
• Highly organized, proactive, and able to manage multiple priorities.
• Experience working in a fast-paced, multicultural environment.

Job Role...

At Soho House, the Reservationist is responsible for managing all room reservation enquiries and bookings, acting as a key point of contact for members and guests prior to arrival.
You will handle reservations via phone, email, and other channels, converting enquiries into confirmed bookings while delivering a high level of service and attention to detail.

As a Reservationist, you will play an important role in maximizing room revenue through effective upselling and accurate inventory management, while ensuring all booking details are handled with care and professionalism.
You will work closely with internal teams to create a seamless pre-arrival experience and set the tone for a memorable stay.

Main Duties...

Reservations

• To respond to all reservation enquiries via phone, email, and other communication channels in a timely and professional manner.
• To process, confirm, modify, and cancel reservations accurately using the PMS system (Opera Cloud).
• To ensure all booking details, guest preferences, and special requests are recorded correctly.
• To maintain up-to-date availability and inventory control across all booking channels.
• To proactively upsell room categories, packages, and additional services to maximize revenue.
• To provide clear and accurate information regarding room types, rates, hotel amenities, and policies.

Guest & Member Experience

• To act as the first point of contact, delivering a warm, professional, and engaging service to all members and guests.
• To build rapport and anticipate guest needs to enhance the pre-arrival experience.
• To handle reservation-related enquiries, changes, and cancellations efficiently and professionally.
• To resolve any issues or complaints, escalating where necessary to senior management.

Coordination

• To liaise closely with Reception, Housekeeping, Membership, and Soho Support Bedrooms team to ensure smooth guest arrivals.
• To communicate booking updates, special requests, and VIP information to relevant departments.
• To maintain accurate guest profiles and reservation logs in company systems (e.g. Salesforce).

Administration

• To ensure data accuracy, confidentiality, and compliance with company policies and procedures.
• To maintain detailed records of bookings, cancellations, and guest preferences.
• To support reporting on reservations, occupancy, and performance where required.

Experience Required...

• Previous experience in hotel reservations, front office, or call centre environment
• Strong telephone manner and excellent written and verbal communication skills
• Fluency in both Japanese and English
• Experience using PMS systems (Opera Cloud preferred) and CRM tools (e.g. Salesforce)
• Proven ability to upsell and convert enquiries into bookings
• Highly organised with strong attention to detail
• Ability to multitask and work in a fast-paced environment
• Strong problem-solving skills and ability to handle guest concerns professionally

Highlights

• Ability to speak English and Japanese is a required
• No relocation and visa support

The Community You Will Join:

The Airbnb Hotels team is a fun, fast-growing group leading Airbnb’s expansion into the hotel sector. Operating with an entrepreneurial spirit, this team combines the simplicity, product excellence, and guest-centered ethos that define Airbnb. This team’s mission is to deliver the smoothest, most intuitive hotel booking experience for guests, while helping hotels easily drive incremental bookings so they can focus on delivering the best hospitality. The ultimate aim is to help more people discover high-quality hotels, creating value for guests and our hotel partners.

The Difference You Will Make:

In this role, you will build, manage, and grow strategic relationships with technical partners (like software providers or integrators) to drive mutual business growth, focusing on seamless API/system integrations, revenue generation, and aligning technical capabilities with supply strategy. This role requires strong relationship-building, technical acumen (especially for APIs/integrations), strategic thinking, and data analysis to identify opportunities, resolve complex issues, and ensure partners effectively leverage the company's platform.

A Typical Day: 

• Drive measurable business impact by managing stakeholders to achieve sales goals, including creating joint go-to-market (GTM) strategies, and expanding partner-driven revenue. 
• Act as a subject matter expert for connectivity, providing technical support, troubleshooting API integrations, and ensuring technical alignment between partners and internal systems
• Develop a deep understanding of technical integrations across Property Management Systems, Channel Managers, and Central Reservation Systems to provide targeted client support
• Use data to identify strategic opportunities and drive sales growth
• Cross-Functional Collaboration: Work with Product, Engineering, Enterprise Accounts  and Field Operations teams to align partner initiatives
• Educate clients on product updates and share partner feedback with internal stakeholders
• Implement and oversee effective troubleshooting processes, escalating as needed
  Identify patterns in data and feedback to improve services and products
• Support your team to define and execute the global connectivity roadmap and standards for the Hotels supply team
• Contribute to the development of technical communication materials such as policies, procedures, and presentations.
  
  

Your Expertise:

• 10+ years of experience in a Connectivity or Technical Partner Manager role
• 5+ years experience in a direct partner facing commercial account management role focused on strategic, complex, and high-value technical partnerships
• Strong understanding of hospitality/travel software
• Proficiency in SQL, Sumo Logic, and Excel
• Solid technical troubleshooting skills
• Excellent communication and presentation abilities, with confidence in engaging stakeholders up to the C-level with prospective and existing partners across multiple channels including in person presentation skills. 
• Effective time management and ability to prioritize in a fast-paced environment
• Strong quantitative skills with a proven ability to leverage data in decision-making
• Adaptability to shifting priorities, projects, and deadlines
• Passion for Airbnb, travel, and the sharing economy—being an Airbnb host is a plus
• Ability to speak Japanese is a required

Highlights

• Ability to speak English and Japanese is a required
• No relocation and visa support

The Community You Will Join:

The Airbnb Hotels team is a fun, fast-growing group leading Airbnb’s expansion into the hotel sector. Operating with an entrepreneurial spirit, this team combines the simplicity, product excellence, and guest-centered ethos that define Airbnb. This team’s mission is to deliver the smoothest, most intuitive hotel booking experience for guests, while helping hotels easily drive incremental bookings so they can focus on delivering the best hospitality. The ultimate aim is to help more people discover high-quality hotels, creating value for guests and our hotel partners.

The Difference You Will Make:

In this role, you will build, manage, and grow strategic relationships with technical partners (like software providers or integrators) to drive mutual business growth, focusing on seamless API/system integrations, revenue generation, and aligning technical capabilities with supply strategy. This role requires strong relationship-building, technical acumen (especially for APIs/integrations), strategic thinking, and data analysis to identify opportunities, resolve complex issues, and ensure partners effectively leverage the company's platform.

A Typical Day: 

• Drive measurable business impact by managing stakeholders to achieve sales goals, including creating joint go-to-market (GTM) strategies, and expanding partner-driven revenue. 
• Act as a subject matter expert for connectivity, providing technical support, troubleshooting API integrations, and ensuring technical alignment between partners and internal systems
• Develop a deep understanding of technical integrations across Property Management Systems, Channel Managers, and Central Reservation Systems to provide targeted client support
• Use data to identify strategic opportunities and drive sales growth
• Cross-Functional Collaboration: Work with Product, Engineering, Enterprise Accounts  and Field Operations teams to align partner initiatives
• Educate clients on product updates and share partner feedback with internal stakeholders
• Implement and oversee effective troubleshooting processes, escalating as needed
  Identify patterns in data and feedback to improve services and products
• Support your team to define and execute the global connectivity roadmap and standards for the Hotels supply team
• Contribute to the development of technical communication materials such as policies, procedures, and presentations.
  
  

Your Expertise:

• 10+ years of experience in a Connectivity or Technical Partner Manager role
• 5+ years experience in a direct partner facing commercial account management role focused on strategic, complex, and high-value technical partnerships
• Strong understanding of hospitality/travel software
• Proficiency in SQL, Sumo Logic, and Excel
• Solid technical troubleshooting skills
• Excellent communication and presentation abilities, with confidence in engaging stakeholders up to the C-level with prospective and existing partners across multiple channels including in person presentation skills. 
• Effective time management and ability to prioritize in a fast-paced environment
• Strong quantitative skills with a proven ability to leverage data in decision-making
• Adaptability to shifting priorities, projects, and deadlines
• Passion for Airbnb, travel, and the sharing economy—being an Airbnb host is a plus
• Ability to speak Japanese is a required

Get to Know Our Team  

Agoda Homes—a core business line within Agoda—supports a wide range of non-hotel accommodation types including serviced apartments, homes, private villas, farm stays, chalets, boats, and more. While these accommodations have always been available on Agoda.com, today’s evolving landscape demands a sharpened focus on expanding supply and elevating quality. Our team builds long-term, cross-cultural partnerships that create exceptional value for Agoda, our partners, and our customers.  

The Opportunity  

This role is responsible for expanding the supply of non-hotel accommodations in Japan, strengthening partner relationships, and improving the quality of Homes supply. The ideal Account Manager- Homes has experience in the homes, hotel, or travel industry—especially online travel —and will manage accommodation partners to unlock opportunities for mutual business growth.  

The role includes sourcing and acquiring new supply, maintaining and optimizing existing relationships, and combining on-the-ground insights with data analysis to uncover strategic opportunities. You will communicate key findings to internal and external stakeholders and contribute to projects such as developing a host community network to accelerate supply growth. Key responsibilities of the role include managing relationships with our key supply partners in the Japanese markets, including ensuring we obtain the best prices and availability for our customers.  

This position is based in our Tokyo office. You will work closely with colleagues across regional and central teams, including teams in Thailand, South Korea, Taiwan, and more.  

In this role, you will be responsible for:  

• Leverage analytical and problem-solving skills to drive the supply health of the assigned portfolio   

• Grow the business through targeted sourcing of new accommodation partners  

• Optimize existing supply by offering products to match market demands, improving business performance for accommodation partners, as well as ensuring we receive competitive rates and availability for our customers  

• Build trusted relationships with decision makers; use a consultative approach to increase engagement with Agoda’s programs  

• Report weekly/monthly KPIs and key metrics internally to showcase successes and highlight potential opportunities    

• Support Agoda Homes’ regional and global leadership in executing scalable initiatives/projects to drive Homes business growth   

• Assist in developing a community of hosts, host events, and attend relevant events in the market   

• Prepare materials to aid in growing our business during partner meetings   

• Consolidate feedback from hosts to understand product gaps and feature requests  

• Lead, coach, and develop a small team of account managers, providing direction, feedback, and support to ensure high performance and alignment with team goals 

Please note that responsibilities may evolve based on business needs.  

What You’ll Need to Succeed:  

• Bachelor’s degree or equivalent in a relevant field 

• Fluency in both Japanese (for partner engagement) and English (for internal communication) 

• Minimum 8 years of experience in e-commerce, technology, or internet industries in B2B sales or similar partner-facing roles 

• Minimum 4 years of people management experience or project leadership experience 

• Proven track record as a self-starter who can think out of the box and autonomously execute projects in a fast-paced environment 

• Results-oriented strategic thinker who is assertive, creative, and open to innovation 

• Fast learner who adapts well to and is energized by change 

• Strong business development skills, with the ability to build and grow relationships with key partners and acquire new hosts onto our platform 

• Ability to effectively execute the team’s vision while communicating it clearly and gaining buy-in from key stakeholders 

• Strong interpersonal skills and the ability to influence both internal and external stakeholders; a collaborative mindset with strong execution and a “get-it-done” attitude 

• Proficiency in Microsoft Word, Excel, Outlook, PowerPoint, and similar tools 

The Community You Will Join: 

The Airbnb Hotels is a fast-growing business which will see you leading Airbnb’s expansion into the hotel sector in the region. Operating with an entrepreneurial spirit within the Japan team, this team combines the simplicity, product excellence, and guest-centered ethos that define Airbnb.

This team’s mission is to grow and expand our  the smoothest, most intuitive hotel booking experience for guests; while providing hotels an opportunity to drive high-quality incremental bookings so they can focus on delivering the best hospitality. The ultimate aim is to help more people discover high-quality hotels, creating value for guests and our hotel partners.

The Difference You Will Make:

As a Market Manager, your role will entail ensuring the health and expansion of our supply in Japan. This will involve managing Hotels and acquiring high-quality inventory. Your focus will be to enhance Airbnb's market presence in your designated region through collaboration with other teams, leveraging your expertise on the local market. With a deep understanding of Airbnb's mission and values, you will oversee all aspects of supply acquisition and market success. This includes developing acquisition strategies, generating and converting Hotel leads, and managing relationships with strategic partners, including the creation of new partnerships. You will also be tasked with developing and refining scalable, localized supply management strategies for both established, competitive markets and emerging, untapped markets, aiming to secure our long-term success in these regions.

A Typical Day: 

• Build, manage and expand partner relationships within your territory, aiming to surpass quarterly sales targets with Hotels.
• Conduct regular optimization calls and business reviews with partners to develop strong, enduring partnerships providing exceptional, timely service to hosts, including in-person support as needed.
• Implement strategies to effectively manage and optimize the long tail of thousands of Hotels in your region.
• Prospect and onboard new, high-quality supply within your assigned geography.
• Educate clients on all significant product updates and cascade feedback on product and public policy to the relevant internal stakeholders.
• Leverage data to identify and pursue strategic growth opportunities, demonstrating an ability to navigate operational complexities and efficiently allocate resources.
• Use an entrepreneurial approach to develop and implement unique engagement projects, fostering innovation within your territory.
• Work cross-functionally with teams such as product, communications, public policy, legal, tax and customer support to ensure Airbnb's long-term market success.
• Acquire comprehensive knowledge of local market trends to inform both internal and external stakeholders.
• Understand the technical aspects of software partnerships to offer comprehensive support, ensuring a seamless experience for hosts and guests.
• Represent Airbnb in external meetings with Hotels and at industry conferences in your market, solidifying the brand's presence and commitment.

Your Expertise:

• 8+ years of experience in new sales, account management, and partner support, showcasing a deep understanding and capability in fostering business relationships.
• 2+ years of tech/travel industry experience is a plus, highlighting the value of sector-specific knowledge.
• Proven track record of being able to effectively work a leads pipeline and a book of business, demonstrating expertise in nurturing and converting potential opportunities.
• Proficient quantitative skills and proven ability to interpret and apply data throughout your day-to-day work, emphasizing the importance of data-driven decision-making.
• The ability to work at both strategic and tactical levels, with a proven track record to execute in ambiguous environments, highlighting adaptability and strategic foresight.
• Proven experience working cross-functionally, ensuring the ability to collaborate effectively with various teams to drive collective success.
• Excellent communication and presentation skills and the ability to communicate effectively with clients via phone, email, and in-person, underscoring the importance of strong interpersonal skills.
• Charismatic self-starter who is resourceful and self-sufficient, paired with strong time management and prioritization skills, showcasing the initiative and organizational capabilities required for the role.
• Highly proficient in using CRM software, specifically in working with leads, opportunities, and other core objects - Salesforce experience is a plus, indicating the technical tools proficiency needed for effective relationship management.
• Ability to speak fluently in Japanese is required
• Fluency in English is a big plus
• Based in Tokyo and must be willing to regularly travel to your assigned territory, such as Osaka and Kyoto 
• Passion for Airbnb, travel, and the sharing economy - being an Airbnb host is a plus, culminating the profile with a personal alignment and enthusiasm for the company's mission and sector.

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.

About Tripadvisor 

The Tripadvisor Group connects people to experiences worth sharing, and aims to be the world’s most trusted source for travel and experiences. We leverage our brands, technology, and capabilities to connect our global audience with partners through rich content, travel guidance, and two-sided marketplaces for experiences, accommodations, restaurants, and other travel categories. The subsidiaries of Tripadvisor, Inc. (Nasdaq: TRIP), include a portfolio of travel brands and businesses, including Tripadvisor, Viator, and TheFork.

We are looking for an experienced sales professional to join our Key Accounts team within the Global Partner Solutions business. Our team builds exceptional, strategic, and long-term relationships with the largest and most valuable hotel companies across the globe.  We find ways to solve our clients’ many business challenges with a variety of Tripadvisor solutions, thereby supporting our customers and driving revenue for Tripadvisor.  We work across multiple internal and external stakeholders to ensure we find the right strategy for each of our partners.

As a Senior Key Account Executive at Tripadvisor, you will be in a hybrid role which is the perfect balance of customer retention & new customer acquisition. You will work with both existing and new customers, engage in a consultative sales approach, demonstrate our business value and ultimately sell Tripadvisor solutions to our clients.  You will have access to training, processes and tools to support success in this role. The ideal candidate will have strong sales DNA, be results-driven, execution-focused and customer-oriented. 

You are the right person for this role if you are proactive, motivated, strategic, organized, and able to work well in a fast-paced, highly-driven and entrepreneurial environment. This role requires excellent sales and communications skills as well as effective relationship-building talents.  Beyond that, we are seeking sales experience in e-commerce, SAS, and other digital platforms along with demonstrated success with exceeding sales targets.  

Job Location Singapore (Hybrid), Japan ( Remote)

What You’ll Do:

• You will own a book of business, constituted by our existing clients who use our business subscription and our Advertising solutions. You will nurture, manage and retain this book of business and carry associated quota/targets.
• You will also work on the whitespace/greenfield in your assigned territory and execute net-new customer acquisition deals from this segment of your market.
• Expand the relationships with existing customers by continuously proposing solutions that meet their objectives (cross-sell / upsell)
• Work with key stakeholders from the customer organizations and provide in-depth product demonstrations along with the ability to negotiate commercials and close new business.
• Achieve and exceed agreed sales targets monthly and quarterly on KPIs like revenue-growth, customer retention, number of new customers acquired & other related KPIs.
• Serve as the link of communication between key customers and internal teams and work towards a faster issue-resolution.
  
  

Skills and Experience:

• Minimum 3 years sales experience, preferably owning the entire sales cycle end-to-end.
• Demonstrated ability to use AI tools to improve efficiency, quality, and decision-making in day-to-day work.
• Proven ability to operate effectively with a global-first mindset
• Bachelor’s Degree from a reputed University.
• Relevant experience in Inside Sales or Field Sales. Preferably in Acquisition or Business Development
• Bi-lingual (Fluent in Japanese & English ) 
• Excellent written and oral communication in the relevant language/s of the country covered
• Demonstrated sales aptitude (negotiation & closing) with relentlessly high standards
• Not intimidated by technical interaction, co-browsing with customers on video calls.
• Target driven and proven self-starter with ability to deliver on initiatives without constant supervision
• Territory and pipeline management experience using a CRM (Salesforce/Hubspot)
• Coachability, openness to feedback and dedication to consistent self-improvement
  
  

What We Offer:

• Flexible activity-based working fostered collaboration and productivity
• Inclusive global travelers community welcoming diverse perspectives
• Competitive salary package including performance bonuses
• Development programs, managerial courses, and learning series
• Health insurance covers medical, dental, and vision for families (varies by country)
• Lifestyle Reimbursement Benefit for personal travel, and physical, mental, and financial wellness
• Several paid time off programs, including time to bond with new children and care for family members. Paid public holidays, and year-end office shutdown
• Employee assistance program for short-term counseling and free Calm app subscription
• State-of-the-art offices: dining, coffee points, and leisure areas

Our Cultural Pillars:

Traveler first

We exist to create value for our customer, the traveler. We enable our suppliers and partners to unlock this value. Their collective behaviors and insights are what drives us. 

Execution is our edge

We act fast, experiment, learn from failure, iterate, and improve the solutions of tomorrow across every aspect of our business. Our execution is agile, data-driven, prioritised, and built to scale. We assume no problem is someone else’s problem and finish what can be done today, knowing tomorrow will bring fresh challenges. 

We succeed together

The best outcomes are driven by empathic, humble, and diverse subject matter experts working toward shared goals. We collaborate relentlessly, challenge assumptions, give actionable feedback, and set each other up for success through empowered teams with a clear charter. We transparently take ownership of our growth, individually and as a team. We celebrate the quality of our effort, our learnings, and our collective achievements.

We strive to create an accessible and inclusive experience for all candidates. If you need a reasonable accommodation during the application or the recruiting process, please make sure to reach out to your individual recruiter or our team at AccessibleRecruiting@tripadvisor.com.

If you have any additional questions about careers at Tripadvisor you can email us at recruitment@tripadvisor.com. We have all the answers!