Senior Connectivity Partner Lead

Responsibilities

Strategic Thinking

• Hold a global view of the connectivity partner ecosystem — understand regional nuances and broader market dynamics to inform decisions and prioritization
• Define success through Airbnb’s outcomes, not just partner wins
• Contribute to North Star API strategy by developing Joint Business Plans and QBR frameworks
• Track ecosystem health and identify Share of Wallet improvement opportunities across portfolio and region

Commercial Acumen

• Design incentive structures and deal terms that align partner behavior with Airbnb’s strategic objectives
• Lead negotiations with senior partner stakeholders with confidence, clarity, and commercial rigor

Partner Influence

• Shape partner behavior and earn deep trust with partners and hosts
• Build and maintain strong relationships at the C-suite level
• Design and execute Joint Business Plans tied to measurable outcomes
• Drive pricing, availability, and booking strategies
• Advocate for partners internally, manage escalations effectively, and ensure compliance monitoring

Product & Technical

• Advocate for roadmap priorities internally and maintain alignment with product and engineering stakeholders
• Co-develop key features and drive host adoption
• Identify gaps and address bugs in integrations, workflows, and partner capabilities
• Leverage AI tooling to increase speed of feature adoption

Execution & Ownership

• Own the full partner relationship for Tier 1 accounts end-to-end
• Operate cross-functionally at a global level with Product, Engineering, Finance, Legal, and Regional teams
• Drive alignment across regions to ensure consistency in partner strategy

Requirements

• 10–15+ years in platform partnerships, API ecosystems, marketplace operations, or product-led growth roles
• Experience working with API-first platforms or large-scale marketplaces; direct experience managing complex, technical integrations or connectivity partnerships
• Proven ability to structure, negotiate, and close deals — from term sheets to signed contracts
• Comfortable in the room with senior commercial stakeholders
• Define success through business outcomes; hold a view of the full ecosystem and understand regional nuance
• Technical fluency to understand connectivity integrations, identify gaps, and work credibly with product and engineering teams
• High bias for action; track record of delivering results in ambiguous, fast-moving environments
• Strong influencing skills to shape behavior through trust
• Experience working across product, engineering, legal, finance, and regional teams

Nice-to-Haves

• Experience with AI tooling for feature adoption
• Background in commercial deal structuring and Joint Business Planning

Compensation & Benefits

• Base pay range: $196,000–$245,000 USD
• Eligible for bonus, equity, benefits, and Employee Travel Credits