Senior Demand Generation Specialist, Hotels (12M FTC)
Job description
A Senior Demand Generation Specialist role at Airbnb Hotels to own the inbound engine for the Hotels Acquisition team across EMEA, building the B2B inbound motion from the ground up as a 12-month pilot. The role sits at the intersection of marketing and sales and is remote within France or Italy.
At a glance
- Employment
- Temporary · Employee (employment agreement)
- Work mode
- Remote · France, Italy
- Languages
- English – fluent
- Pay
- EUR 65,000 – 92,000 / year
What you'll do
- Define and own the EMEA inbound strategy and roadmap, prioritising the channels and initiatives that will drive the most hotel go-lives
- Build and scale multi-channel inbound programs (email, paid, SEO, content, events, partnerships) targeting independent hotels, boutique chains, and hotel groups globally
- Own the full funnel from lead capture to MQL handoff, including lead scoring, routing, and CRM hygiene in Salesforce, in collaboration with RevOps Teams
- Design Linkedin campaigns in coordination with regional AE teams to target high-priority segments and geographies
- Develop outbound-assist sequences (via tools like Mixmax or Outreach) to complement AE prospecting
- Partner with Global Marketing to build collateral, landing pages, and nurture flows that speak to hotel operator pain points
- Track, report, and optimize against pipeline contribution metrics: MQLs, MQL-to-SQL conversion, cost per lead, and influenced revenue
- Run co-marketing and referral programs with industry partners (channel managers, PMSes, hospitality associations)
- Build business cases for each campaign, secure budget from stakeholders, and show clear ROI
- Run a test-and-learn approach: launch quickly, measure, cut what doesn't work and scale what does
- Use AI and automation to scale campaign creation, content and lead nurture
- Work with Connectivity, Events, Country Managers and AEs to turn webinars, events and partnerships into measurable pipeline
What we're looking for
- 8+ years of experience in B2B demand generation or growth marketing, ideally within marketplace, hospitality tech, or SaaS environments
- Proven track record of building inbound programs that generate measurable sales pipeline, including experience building a demand gen function from scratch (startup, scale-up, or new-business environment)
- Hands-on experience with Salesforce, marketing automation tools (MixMax, Outreach, or similar), and paid channels
- Strong analytical, systems-driven approach; comfortable running campaigns yourself, not just briefing others
- Data-driven: you own your funnel metrics and can connect campaign activity to revenue impact
- Hands-on experience using AI tools to automate campaigns and create content at scale
- Strong sales alignment instincts; you treat AEs as internal customers
- Comfortable with ambiguity: able to shape your own scope, make the case for investment, and adjust quickly based on results
- Fluent in written and spoken English
Nice to have
- Additional European languages a plus
- Experience operating globally across multiple regions/languages a plus
Your team
Airbnb Hotels organization
A fun, entrepreneurial, start-up team focused on delivering the smoothest and most intuitive hotel booking experience and building the world's largest supply of boutique and independent hotels on the platform.
Benefits
- This role may also be eligible for bonus, benefits, and Employee Travel Credits
Apply
Direct apply at Airbnb
Opens the job posting at Airbnb
About Airbnb
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.
Key facts
- 2007
- San Francisco
- Travel and hospitality marketplace
- Over 5 million hosts
- Over 2 billion guest arrivals
- Hosts in almost every country across the globe
What they value
- Inclusion & Belonging
- Diverse ideas foster innovation and engagement