Senior Partnership Lead

Summary

Join Airbnb's Distribution Partnerships team as a Senior Partnerships Lead and play a critical role in identifying, securing, and scaling new distribution partners. You will manage a portfolio of existing and new partners to reach new Guests and Hosts globally. This highly cross-functional role requires thriving in fast-paced environments, focusing on new partner development, global expansion, and iterative scaling. You will manage existing and launch new distribution partnerships, cultivate new business by aligning with Airbnb’s growth strategies, and develop measurement methodologies to evaluate return on investment. The role also involves conducting needs assessments for prospective partners, developing and executing growth strategies, and optimizing existing partnerships. Cross-functional collaboration is essential, requiring the ability to anticipate partner needs and engage internal stakeholders. This US-remote eligible position requires significant experience in strategic partnerships and business development within the travel industry.

Requirements

• 12+ years of experience in strategic partnerships, business development, or strategic and channel sales, with 5+ years focused on distribution partnerships
• Growth obsessed
• Strong product and technical knowledge. Demonstrated ability to work closely with technical teams
• Experience working with complex partnership models and negotiating both referral-type and more creative commercial agreements
• Executive presence, influencing, and sophisticated stakeholder management competencies
• Excellent organizational, communication, presentation, negotiation and interpersonal skills
• Ability to manage complex projects while paying attention to both details and macro-level outcomes
• Proven track record as a self-starter who can execute in a fast-paced, ambiguous environment; ability to flourish with minimal guidance
• Strong analytical mindset to use data to identify underlying trends and make informed decisions
• Ability to thrive in a changing environment and build a business from zero to one

Responsibilities

• Manage existing and launch new distribution partnerships focused on growing Airbnb’s products and adoption
• Cultivate new business by aligning with Airbnb’s growth strategies to explore partnership opportunities globally
• Identify, negotiate, and manage partnerships with partners related to the distribution of Airbnb products / services
• Develop measurement methodologies to evaluate return on investment for Airbnb; track and report program financials to stakeholders and forecast for distribution channels
• Conduct detailed needs assessments for prospective partners focused on their business and strategic priorities
• Develop and execute growth strategies, track and monitor performance, identify gaps to improve overall performance and mitigate risks to avoid churn
• Continuously optimize and improve existing partnerships to maximize overall partnerships while maintaining a feedback loop between partners and Marketing/Product teams to inform and support future product initiatives and roadmap
• Cross-functional collaboration is essential and your ability to anticipate partners needs, build consensus, and engage internal stakeholders for support is vital on processes, learnings and product requests
• Review and influence the product roadmap and support various initiatives focused on the partner segment
• Competitive and market analysis: monitor competitor activities and report findings on relevant market changes

Preferred Qualifications

• Experience within the travel industry, marketplaces, and consumer tech space is a plus
• Experience partnering with financial services companies, credit card networks and issuers, banks, and fintech companies is a plus

Benefits

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