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Director, NA Partner Success

| Austin

HomeAway, a world leader in the vacation rental industry, is the place to book beach houses, cabins, and condos with more than two million places to stay in 190 countries. The site makes it easy to find and book the perfect vacation rental for any getaway, often for less than the cost of traditional hotel accommodations. HomeAway is part of the Expedia Group family of brands.

The Opportunity:

FRBO is the largest segment of suppliers (partners) in the vacation rental marketplace. We are committed to our partners being successful and maximize booking opportunity while increasing our footprint through consultative, strategic acquisition. 

As Director Partner Success, you will expand existing relationships and create new business by managing a team of relationship-focused account managers and building a world-class. The ideal candidate will have balanced experience with product-focused acquisition sales, account management, and ecommerce marketplaces. S/he will possess the ability to set a vision, build a team, and iterate often in order to execute measurable results

The Day to Day:

Partner Success – Manage and scale a consultative account management team with a programmatic approach to developing processes and tracking. Provide ongoing feedback to our product and internal partner teams. Determine performance optimization campaigns applied to accounts and meet company objectives through the design and execution of strategic programs. In addition to strong leadership capability, achievement of our partner success objectives requires strategic agility, program management skills, and a deep interest in ecommerce products and performance optimization.

Sales – Create an acquisition team focused on high-velocity sales cycles driving new customer acquisition. You will hire, train, and coach our team to be a world-class, consultative acquisition team. You will measure team member performance by new partners acquired. You are a self-starter who can operate both tactically and strategically. Sales success requires excellent business insight, regional expertise, creativity, and technical aptitude.

Job Description:

  • Leadership of sales and partner success teams and managers
  • Recruits, retains, and coaches sales and partner success teams
  • Collaborates internally to improve partner performance in HomeAway’s marketplace 
  • Develops strategic relationships with key accounts; leads delivery of business reviews
  • Transforms our team members into marketplace experts who maximize partner success through data-driven conversations, marketplace insights, and actionable recommendations
  • Drives revenue and market share for HomeAway through strategic acquisition and retention
  • Meets or exceeds quarterly and annual revenue targets
  • Develops and executes against targeted sales plan and strategy
  • Builds and maintains a robust sales pipeline
  • Manages contract negotiations along with the core sales organization.
  • Delivers feedback to product teams to improve our tools, technology, and product offerings
  • Delivers feedback to marketing teams to utilize in scripting/messaging, 
  • Drives innovation utilizing a scientific test and learn methodology
  • Leads or assists with sales operations, planning, forecasting, and inventory management

Required skills:

  • 8+ years of sales experience and B2B client success or account management
  • 4+ years of experience in a B2B environment leading and developing managers
  • Consistent track record driving acquisition and product adoption
  • Strong knowledge and documented experience coaching clients/partners for success in an ecommerce marketplace 
  • Program management or process improvement successes with monetization and optimization
  • High level of comfort working in (and explaining) technology platforms
  • Demonstrated success working cross-functionally in matrixed organizations 
  • Strong communication skills in both writing and speaking
  • Analytical and experienced with managing business forecasts and budgets; organized, data-driven, and goal oriented
  • Detailed knowledge of Salesforce.com & Microsoft Office (Excel, PowerPoint, Word)
  • High tolerance for change and familiarity with Agile Framework
  • Bachelor’s Degree, MBA strongly preferred

Benefits & Perks:

  • Competitive health and insurance benefits
  • Competitive salary
  • Annual target bonus or commission
  • Paid vacation and sick time
  • Vacation rental on a yearly basis (taxable benefit)
  • Employee Stock Purchase Program
  • Free snacks and beverages
  • Frequent company update talks with our leadership team
  • Free listing on HomeAway.com
  • Electronic, adjustable stand-up desk
  • Discounted Metro & Rail pass
  • Casual dress

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • .NETLanguages
    • JavaLanguages
    • JavascriptLanguages
    • ScalaLanguages
    • SwiftLanguages
    • ReactLibraries
    • ReduxLibraries
    • DjangoFrameworks
    • HadoopFrameworks
    • Node.jsFrameworks
    • SpringFrameworks
    • CassandraDatabases
    • MongoDBDatabases
    • MySQLDatabases
    • Google AnalyticsAnalytics
    • IllustratorDesign
    • InVisionDesign
    • ConfluenceManagement
    • JIRAManagement
    • SmartsheetManagement
    • WordpressCMS
    • SalesforceCRM

Location

HomeAway has six offices in the Austin area with a 16-story global headquarters under construction at the Domain set to open in 2019.

An Insider's view of HomeAway

What’s the vibe like in the office?

Some of us have been working together for 5+ years and have been there for each other during engagements, births, divorces…you name it. They have truly been my second family and my coworkers are the best part of coming to the office every day.

Amanda

Director, B&B Sales and Supply

What projects are you most excited about?

As a Software Engineer, I’m excited to rebuild an old JavaScript and jQuery STAB component into a new React based component. The goal is to update this component to our new tech stack so when consuming applications move to using Catalyst based applications we can ease the integration process.

Juliana

Advertising Account Executive

What makes someone successful on your team?

Being a successful finance person means being a strong business partner and not only understanding what is happening throughout the business but also being insatiably curious about it. It’s not enough to just know math, or know the numbers; you need to know where those numbers come from, how they get there and what's driving that result.

Sharon

Sr. Director Global Finance Operations

How do your team's ideas influence the company's direction?

The Talent Acquisition team is always pitching innovative ideas at our 120-day planning sessions that directly impact the company and recruitment experience. It’s amazing to see how quickly we’re able to implement new ideas every 120 days and measure the results. We’ve seen everything from employee referral reform to self-defense classes in Austin.

Marisela

Director, Global Talent Acquisition

What projects are you most excited about?

I'm on a team that's investigating the integration of react-native into our existing mobile app and my focus is primarily on bridging our existing native analytics packages into the react-native side of things. This allows us to adapt and improve based on what customers do while using our product,

Andrew

Software UI Engineer

What are HomeAway Perks + Benefits

Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
Retirement & Stock Options Benefits
401(K) Matching
Company Equity
Employee Stock Purchase Plan
Performance Bonus
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
HomeAway offers up to 20 weeks of paid parental leave (yes, dads, too!) for eligible new parents with at least 1 year of service.
Family Medical Leave
Adoption Assistance
Vacation & Time Off Benefits
Generous PTO
Paid Volunteer Time
Sabbatical
Paid Holidays
9 paid holidays + 2 floating holidays you can take any time during the year.
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Parking
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Diversity Program

Additional Perks + Benefits

We were recognized by the Austin American-Statesman for having the most generous parental leave in Austin!