Senior Partnership Manager

Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals in almost every country across the globe.

Every day, hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way.

The Community You Will Join: 

The newly formed Partnerships and Business Development Team plays a crucial role in accelerating our offerings and expanding into new markets by building strategic partnerships that enhance brand awareness, drive product adoption and introduce new experiences to Airbnb by bringing in partner products and services.

This team oversees partnerships end-to-end, from initial agreements to product launches, while actively managing relationships to ensure long-term success.

They focus on growing, measuring, and continuously improving each partnership to maximize their impact.

The Difference You Will Make: 

• Strategic Partnership Management: Effective at building and maintaining senior-level relationships with strategic partners to drive joint revenue opportunities.

Has a proven track record of developing and executing a unique strategy for each partner, including business planning, co-marketing motions, and enablement initiatives.

Can easily reference and describe in detail previous programs you have launched from 0-1, the challenges you overcame, and how you achieved the success metrics of these programs.

• Strategic Planning: Leverage your vast partnerships experience to build a strategic plan that highlights the key industries and companies we will target, develop the incentives & product value props we will use to differentiate ourselves from the competition, and illustrate how we will grow the channel over time.

You will own strategic partner recruitment end-to-end, beginning with initial partnership scoping, and eventually with ongoing partner management.

• Cross-Functional Collaboration: Works closely with Product Marketing, Business and Engineering  to align on strategic initiatives that drive deeper technical integrations and differentiated value propositions.

Can speak to specific examples of how you built relationships internally to execute new partner product launches, expand API capabilities, and scale new platforms. .

• Program Ownership: Understands what KPIs are required for success, can get the right reporting in place, and overall use data to guide your focus,program pivots and build consensus with cross functional stakeholders.

Data also informs how you approach structuring partnerships to grow.

• Product Knowledge: Well-versed in all of the potential ways companies can integrate and partner with Airbnb from API integrations to highly integrated product partnerships.

In addition, you prioritize partner feedback and pain points and can work cross-functionally with product and engineering to prioritize Partner feedback thus improving Airbnb’s feature set and creating more delightful user experiences for Partners.

Your Expertise:

• 8+ years of experience in partnership management 
• Ecommerce experience a plus as this will be the first channel you inherit
• You have an eye for product design and thrive in an environment working with partner product teams to evangelize Airbnb’s technology offerings to further product and business goals.
• Bachelor’s degree or equivalent
• You are comfortable with change and can adapt.

You should assume priorities will change with little notice.

You are comfortable operating in that environment.

• Experience managing large, diverse, and strategic partner relationships while also a strategic leader who can partnership strategies, innovative commercial models and go to market plans to ensure your programs will scale globally.  
• Be adept at solving ambiguous problems and building for scale
• Highly entrepreneurial and comfortable working in a fast-paced environment with the ability to thrive under minimal guidance
• Communicate with clarity and purpose in both written and verbal communication

Your Location:

This position is US - Remote Eligible.

The role may include occasional work at an Airbnb office or attendance at offsites, as agreed to with your manager.

While the position is Remote Eligible, you must live in a state where Airbnb, Inc. has a registered entity.

Click here for the up-to-date list of excluded states. This list is continuously evolving, so please check back with us if the state you live in is on the exclusion list  If your position is employed by another Airbnb entity, your recruiter will inform you what states you are eligible to work from.

Our Commitment To Inclusion & Belonging:

Airbnb is committed to working with the broadest talent pool possible.

We believe diverse ideas foster innovation and engagement, and allow us to attract creatively-led people, and to develop the best products, services and solutions.

All qualified individuals are encouraged to apply.

We strive to also provide a disability inclusive application and interview process.

If you are a candidate with a disability and require reasonable accommodation in order to submit an application, please contact us at: reasonableaccommodations@airbnb.com.

Please include your full name, the role you’re applying for and the accommodation necessary to assist you with the recruiting process. 

We ask that you only reach out to us if you are a candidate whose disability prevents you from being able to complete our online application.

How We'll Take Care of You:

Our job titles may span more than one career level.

The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs and market demands.

The base pay range is subject to change and may be modified in the future.

This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits.  

Pay Range

$145,000—$170,000 USD