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Requirements and responsibilities
About AirDNAWe built AirDNA to solve a problem: how do you make smart short-term rental decisions when there’s too much guesswork and not enough good data?What started in a garage in California in 2015 is now a global team helping thousands of people — from aspiring hosts to major real estate firms — make confident choices about where to invest, what to charge, and how to grow.Our mission is simple: give people the tools they need to build freedom through short-term rentals. Whether that means buying their first Airbnb or scaling a portfolio, we’re here to help unlock financial independence and growth.AirDNA is the leading data and analytics platform for the short term rental industry. We provide market intelligence that powers decisions for property managers, investors, hospitality brands, and destination marketing organizations (DMOs) across the globe. Our data covers millions of listings across 120,000+ markets worldwide.The AirDNA teamWe’re a curious, driven, and kind group of humans who genuinely love what we do. Our values - Happy, Hungry, Honest - guide how we show up for our customers and for each other. Want to see what that looks like in action? You’ll get a feel once you meet us.We welcome applicants from all backgrounds and encourage you to apply even if you don’t check every box. Passion, potential, and perspective matter here.The Account Executive - DMO Role at AirDNA:We are looking for a seasoned Account Executive who lives and breathes the DMO world. This is not a role where you learn the industry on the job. We need someone who already has deep relationships with DMO leaders, understands their challenges, and can walk into any conference room or stage and command credibility.You will own the full sales cycle for US DMOs, from prospecting through close, with a $500K annual new business quota. This is 100% outbound. No BDR support, no inbound leads. You build your own pipeline through your network, conferences, and personal brand.How you’ll make an impact:Own the full outbound sales cycle for US DMOs across all tiers (T1, T2), from first touch to signed contractBuild and manage your own pipeline through existing relationships, conference networking, speaking engagements, and strategic outreachRepresent AirDNA at every major DMO conference and industry event (TTRA, Destination International, state tourism conferences, etc.)Speak on panels, deliver presentations, and position yourself and AirDNA as thought leaders in the DMO data spaceBuild your personal brand on LinkedIn with regular content about DMOs, short term rental data, and AirDNA use casesDevelop a deep understanding of each prospect's market, competitive landscape, and political dynamics to tailor every pitchCollaborate with the DMO content marketer to ensure the team has the right materials for conferences, webinars, and client communicationsMaintain a disciplined CRM practice in HubSpot with accurate pipeline data, deal notes, and forecastingProvide market intelligence and customer feedback to the product and strategy teams to shape the DMO offeringWe’re looking for someone with:Proven track record of selling to DMOs, CVBs, or state/regional tourism organizationsAn existing network of relationships with DMO decision makers (Research Directors, CEOs/Executive Directors, VP Marketing)Experience speaking at industry conferences or events, comfortable on stage and in front of senior audiencesDeep understanding of the DMO landscape: funding models, board dynamics, budget cycles, COOP programs, and political pressuresGenuine passion for AirDNA and a clear understanding of why our data is superior for DMOs compared to competitors (KeyData, Zartico, Lighthouse)Full cycle sales experience with a history of consistently meeting or exceeding quotaSelf starter who thrives without BDR support or inbound pipeline; you create your own opportunitiesStrong personal brand presence or willingness to build one actively on LinkedIn and industry channelsBonus points: Previous experience at a data/SaaS company selling to government or quasi government organizationsFamiliarity with short term rental data, tourism economics, or destination marketing analyticsExperience with HubSpot CRMExisting relationships with industry partners like Tourism Economics (Symphony) or similar aggregatorsYou've experimented with AI tools in your day-to-day work and are excited about what they unlock for salesHere's what you can expect from us:Competitive cash compensation and benefits. OTE $130,000 -$150,000 (uncapped commission)Travel & conference budget - we want you out there building relationships and driving dealsQuarterly SPIFFs to boost your earningsBenefits include:Medical, dental, and vision packages to meet your needsUnlimited vacation policy; take time when you need it401K with employer match up to 4%Continuing education16 weeks of paid parental leaveFor candidates in the New York City or Denver areas, additional office benefits include:Quarterly team outingsStocked drinks and snacksLunch provided at timesDENVER: Commuter/RTD benefitPet-friendly!Competitive base salary plus commission. $500K annual new business quota with uncapped earning potential. Full benefits package. Travel budget for conferences and client meetings.The AirDNA Team We're a tight-knit group who care about empowering the next generation of shared economy entrepreneurs. Life is never boring here. We're risk takers. We care about each other and lend helping hands all day, every day.At AirDNA, we believe that a diverse team is a key part of building a great company. If you want to work with us, we want to hear from you.We are committed to making our application process and workplace accessible for individuals with disabilities. Upon request, AirDNA will reasonably accommodate applicants so they can participate in the application process unless doing so would create an undue hardship to AirDNA or a threat to these individuals, others in the workplace or the company as a whole.By applying for the above position, you will confirm that you have reviewed and agreed to our Data Privacy Notice for Applicants.We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans.
Optionally, you can add more information later (benefits, pre-screening questions, etc.)