Senior Demand Strategy Lead, Experiences

Airbnb

3d•$204,000 - $249,000•Remote

About The Position

The Experiences team is responsible for scaling a curated, high-quality supply of unique activities hosted by local creators, iconic businesses, and operators worldwide and we're at an inflection point. We have a large and growing captive audience of guests who have booked or are considering a trip, and a suite of lifecycle, CRM, and owned-content levers that remain significantly under-optimized. Email, push, transactional messaging, and our owned editorial channels are low-cost, high-reach ways to move demand once the right strategy, testing infrastructure, and automation are in place.

Requirements

12+ years in growth, lifecycle, CRM, email, or content marketing, ideally in a consumer marketplace or travel context
Track record owning a channel or lifecycle strategy end to end and being accountable for its business outcome, not just executing campaigns
Experience setting strategy that others (XFN partners, agencies, or a small team) execute against, in a matrixed environment
Strong analytical skills: builds measurement frameworks, interprets A/B tests, uses data to drive decisions
Experience building and scaling email/push automation programs
Editorial or owned-content judgment: can shape what we say and publish, not only how we send it
Crisp written and verbal communication: writes clear briefs, presents strategy to leadership, aligns stakeholders

Nice To Haves

Two-sided marketplace or platform experience with both supply and demand levers
Familiarity with marketing automation platforms and referral/incentive mechanics
Experience running a newsletter or editorial program with a measurable growth mandate

Responsibilities

Own lifecycle & CRM strategy
Define the end-to-end guest lifecycle strategy for Experiences, from first touch through repeat booking
Own the roadmap for email and push programs: Tripcycle, home-abandoner sequences, transactional messaging, and Launchpad integration
Identify the highest-impact audience segments, messaging angles, and send cadences, and build a rigorous testing framework to validate them
Drive automation of high-performing sends to maximize reach with minimal ongoing cost
Own editorial & owned content
Set the strategy for the Experiences newsletter and other owned content we produce: what we publish, to whom, and how it ties to demand and discovery
Build an editorial calendar and a content-to-conversion measurement approach, so owned content is held to demand outcomes, not just engagement
Partner with Brand, Creative, and the affiliates/social lead so owned content, social, and lifecycle reinforce one another rather than overlap
Own Guest Referrals program strategy
Define the strategy and success criteria for the Experiences guest referral program
Partner with Product on UX improvements and bonus design to drive adoption
Track performance and iterate on incentive structures to find the lever that moves the needle
Drive XFN execution
Partner with Growth Marketing and Engineering to translate strategy into shipped campaigns and automated workflows
Maintain a clear view of what is in flight, blocked, or needs escalation, with a regular reporting cadence
Influence Product roadmap prioritization so lifecycle and content capabilities keep pace with strategy