[Remote] Senior Connectivity Partner Lead

Note: The job is a remote job and is open to candidates in USA. Airbnb is a global platform that connects hosts and guests through unique stays and experiences. The Senior Connectivity Partner Lead will manage relationships with Tier 1 connectivity partners, driving strategic outcomes and ensuring successful integration and operation within Airbnb’s partner ecosystem.

Responsibilities

• Own the full relationship with a portfolio of Tier 1 connectivity partners
• Define success through Airbnb’s outcomes, not just partner wins
• Contribute to the North Star API strategy to develop Joint Business Plans and QBR frameworks
• Track ecosystem health and identify Share of Wallet improvement opportunities across your portfolio and region
• 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
• Shape partner behavior and earn deep trust with partners and hosts while driving the outcomes Airbnb needs
• Build and maintain strong relationships at the Csuite
• Design and execute Joint Business Plans (JBPs) tied to measurable outcomes
• Drive pricing, availability, and booking strategies
• Advocate for partners internally, manage escalations effectively, and ensure compliance monitoring is in place
• Advocate for roadmap priorities internally and maintain alignment with product and engineering stakeholders
• Codevelop 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
• Drive outcomes with minimal oversight
• Act with speed and extreme ownership
• Operate cross-functionally at a global level

Skills

• 10–15+ years in platform partnerships, API ecosystems, marketplace operations, or product-led growth roles
• Experience working with API-first platforms (e.g., Stripe, Shopify, Twilio) or large-scale marketplaces direct experience managing complex, technical integrations or connectivity partnerships
• Commercial Fluency: Proven ability to structure, negotiate, and close deals — from term sheets to signed contracts. Comfortable in the room with senior commercial stakeholders
• Strategic Mindset: You define success through business outcomes, not activity. You hold a view of the full ecosystem, understand regional nuance, and can connect partner-level decisions to Airbnb's North Star
• Technical Depth: Enough technical fluency to understand connectivity integrations, identify gaps, and work credibly with product and engineering teams to drive solutions
• Ownership & Execution: High bias for action. You don't wait to be told — you see what needs to happen and make it happen. Track record of delivering results in ambiguous, fast-moving environments
• Influencing Skills: You know how to shape behavior through trust, not just authority. Strong communicator with the ability to advocate internally and externally
• Cross-Functional Collaboration: Experience working across product, engineering, legal, finance, and regional teams to deliver outcomes for partners

Benefits

• Bonus
• Equity
• Benefits
• Employee Travel Credits

Company Overview

Company H1B Sponsorship