Connectivity Partner Lead

Summary

Join Airbnb's Partnerships and Business Development Team as a Partner Lead to manage Experiences API integrations with reservation technology partners. This crucial role involves overseeing existing integrations and driving the sourcing, negotiation, onboarding, build, GTM, and success management of new partners. You will be a core pillar of the scaled supply acquisition strategy for Experiences and Services, enabling direct API connectivity to create new business opportunities for operators, offer unique experiences to guests, and build a robust supplier pipeline. A typical day includes managing key partners, exceeding sales goals, analyzing data to identify new opportunities, onboarding API partners, providing technical support, building operational processes, representing Airbnb externally, developing strong partnerships, educating clients, and building relationships with executives. This role requires 10+ years of experience in a connectivity or partnership role at a global technology or tech hospitality company and proficiency in Salesforce. The position is US-remote eligible.

Requirements

• 10+ years of professional experience in Connectivity and/or Partnership role at a global technology or tech hospitality company
• Working knowledge and experience with hospitality/travel software
• Proven track record of successfully growing a book of business; in collaboration with field teams and the Connectivity team members to drive a lead pipeline of API partners
• Highly proficient in Salesforce, specifically in working with Leads, Opportunities, and other core Salesforce objects
• Excellent communication and presentation skills and ability to communicate effectively with clients via phone, email, and in-person
• Strong time management and prioritization skills
• Proven track record in building enduring and successful client relationships
• Proficient quantitative skills and proven ability to interpret and apply data throughout your day-to-day work

Responsibilities

• Manage assigned key partners and meet and exceed quarterly/annual sales goals
• Analyze data and utilize data-driven recommendations to identify and action on strategic new partner opportunities to drive increase in sales
• Onboard and optimize new API partners (technical integration, onboarding and growth of hosts/listings)
• Provide day-to-day technical support for complicated internal and external systems hardware/software and connectivity issues to mitigate partners impact with a goal to find the problem before it arises
• Deep understanding of the technical integrations of various software partners so that you can provide the right support to your clients
• Build operational processes, implement new tools, develop data dashboards and other systems to increase team efficiency and promote data driven decision making
• Represent Airbnb in external meetings and industry events
• Develop strong and long lasting partnerships at various levels
• Educate clients on all significant product changes and cascade feedback on product and policy to the relevant internal stakeholders
• Develop strong and trusting relationships with executives and decision makers/key influencers within your API customers portfolio
• Hold regular weekly/monthly optimization calls and QBRs with your partners
• Develop deep knowledge of your assigned clients’ business and become the go-to source for all information relating to market dynamics for internal and external partners

Preferred Qualifications

• Experience in the technology space, knowledge of OTA specifications, and experience with API integrations
• Experience developing and executing channel sales and marketing initiatives in collaboration with external partners and field account teams
• The ability to get things done with constantly changing priorities, projects and deadlines
• Passion for Airbnb, travel, and the sharing economy - being an Airbnb host is a plus

Benefits

• Bonus
• Equity
• Benefits
• Employee Travel Credits