Senior Connectivity Partner Lead

Own full relationship with Tier 1 connectivity partners, driving API integrations, joint business plans, and strategic outcomes for Airbnb's global marketplace. Requires 10-15+ years in platform partnerships or API ecosystems with strong commercial and technical fluency.

196k – 245kUnited StatesPartnershipsRemote10+ YOE

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About the role

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

Skills

API IntegrationsPlatform PartnershipsJoint Business PlanningNegotiationAccount ManagementMarketplace OperationsProduct StrategyTechnical FluencyCross-Functional CollaborationIncentive Structuring

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