Aug 2017 – Present · 8 yrs 9 mos

• Lead a large sales team of 4FTEs and 40+ contingent workers (Market Managers, Program Managers, City Leads, Sales Associates, Quality Analysts) to build a robust supply on-boarding channel for India.
• Responsible for driving supply growth efforts across India and implementing a cohesive sales strategy that ensures profitability, strong unit economics and availability of diversified supply options on the marketplace.
• Forming and executing go-to-market strategies to expand supply footprints across key markets and growing share of wallet for key enterprise / book of business accounts through strategic consultation.
• Manage various strategic accounts and Responsible for fostering business relationships with key travel distribution software companies and enabling direct API integration with Airbnb.
• Collaborate and work with regional & global cross functional teams (Product, Engineering, Legal, Data Science, Business Operations etc.) for advocating local country needs, to discuss product roadmaps, share feedback on new product features launches, relay host feedback etc.
• Work closely with data analytics team to regularly evaluate seasonality trends and accordingly work with marketing team to plan domestic demand campaigns.
• Organize and lead host meetups to ensure the voice of community is being heard, enabling first-hand user feedback.
• Conduct periodic performance review with direct reports to enable effective communication, understand training and development needs for the team, to provide insights on performance improvement and to ensure a highly motivated team aligned with organisations vision and business goals.

Jan 2015 – Jul 2017 · 2 yrs 6 mos

• Conceptualise, execute and lead localised country specific programs to address challenges pertaining supply side of the business.
• Feet on Street Sales Program: Launched a localised playbook to expand supply footprints in key strategic and under-penetrated markets, while ensuring high ADR supply on-boarding to enable positive unit economics.
• Manual Listing Review Program: Introduced a localised solution to address challenges around poor online appeal for organic supply, which dilutes the marketplace quality and its aspirational value.
• Outsourced Professional Photography Program: Implemented a cost effective and a scalable solution to extend photography support to hosts in key Urban and Vacation Rental markets, also allowing Airbnb to match best practices and services offered by some of our local competitors, enabling a level playing field.

Jul 2014 – Dec 2014 · 5 mos

• Responsible for growing supply footprints in 2 key Urban Markets - Mumbai and Jaipur.
• Organize and lead activation events at corporate hubs and residential societies to increase brand awareness and to engage with potential host
• audience.
• Lead comprehension based initiatives such as partnering with niche travel bloggers to drive education around the concept of hosting.
• Conduct host meetups to pitch Airbnb’s monetisation model to social network and referrals of existing hosts.
• Responsible for working with global counterparts to learn best practices and assess business data to derive insights to aid platform growth.

Jan 2012 – Jun 2014 · 2 yrs 5 mos

• One of the 12 founding members to launch Airbnb operations in India, my key role was to set-up a strong supply foundation in UAE (primarily focused on Dubai and Abu Dhabi).
• Responsible for managing supply acquisition, quality optimisation and account management efforts for UAE host community.
• Lead meetups and webinars to connect with host community at scale for sharing best practices to enable success and to train new hosts on product offerings.
• Developed innovative growth hacks to drive user growth and engagement by using levers such as referrals and coupon-based incentivization, while ensuring there is no cannibalisation.
• Conduct periodic MBRs/QBRs with key enterprise accounts to evaluate performance, share updates on new play-books and discuss areas of opportunity.