Senior Connectivity Partner Lead

Airbnb

1d•$196,000 - $245,000•Remote

About The Position

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 Connectivity team sits at the heart of Airbnb’s Supply strategy, managing the API Partners that power a significant share of our global inventory. Our connectivity partners — property management software providers, channel managers, and distribution platforms — unlock access to millions of listings and directly shape the quality and reliability of the host and guest experience. This team plays a critical role in growing, deepening, and shaping Airbnb’s partner ecosystem. As a Senior Connectivity Partner Lead, you will own the full relationship with a portfolio of Tier 1 connectivity partners. You are not just managing accounts — you are shaping how these partners show up on Airbnb, driving outcomes that matter for hosts, guests, and Airbnb’s business. You will bring a global view of the partner ecosystem, define success through Airbnb’s outcomes, and act as the connective tissue between partners, product teams, and internal stakeholders. You are someone who earns trust, moves fast, and holds yourself accountable for results. This role goes beyond traditional account management. You will operate at the intersection of: Product strategy API ecosystem design Account management Custom incentive development and joint business plans Marketplace dynamics (share of wallet, pricing, availability) You will define how Airbnb partners integrate, grow, and operate—ensuring we win in both the short term (growth) and long term (control of the host workflow).

Requirements

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.

Responsibilities

Hold a global view of the connectivity partner ecosystem — understand regional nuances and broader market dynamics to inform your decisions and prioritization.
Define success through Airbnb’s outcomes, not just partner wins.
A key contributor to our North Star API strategy to develop Joint Business Plans and QBR frameworks to align partners to what matters.
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 — not just manage it. 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. Own the full partner relationship for Tier 1 accounts end-to-end.
Act with speed and extreme ownership. This role is for someone who sees problems and fixes them and identifies opportunities.
Operate cross-functionally at a global level
Partner with Product, Engineering, Finance, Legal, and Regional teams
Drive alignment across regions to ensure consistency in partner strategy