Senior Partnership Manager

Airbnb

5h•$157,000 - $185,000•Remote

About The Position

Airbnb is seeking an experienced, proactive Senior Partnerships Manager for its Distribution Partnerships team. The role manages a portfolio of live distribution partners across areas such as financial services, airlines and loyalty programs, and business travel platforms. Approximately 70% of the role focuses on day-to-day management and strategic development of existing partners, while 30% supports new partnerships and renewals, with scope to grow into an end-to-end partnerships leadership role. The position reports to the Director, Distribution Partnerships. It combines partner management, partnership strategy, deal execution, launch planning, performance measurement, forecasting, and program development. The role works closely with Product and Engineering on partner needs and product capabilities, as well as Finance, Legal, Payments, and Marketing. It is an individual-contributor role involving cross-functional leadership, project management, and operations in a high-ambiguity environment where processes may need to be created. The position is US remote eligible, with occasional work at an Airbnb office or attendance at offsites as agreed with the manager. Employees must live in a state where Airbnb, Inc. has a registered entity. The role may be eligible for a bonus, equity, benefits, and Employee Travel Credits. The stated base pay range is $157,000–$185,000 USD.

Requirements

8+ years of experience in business development, strategic partnerships, partner management, or distribution, with a record of independently owning complex, multi-stakeholder partnerships and deals.
Experience managing a portfolio of live strategic partners and improving performance through relationship development, partner insights, funnel analysis, business reviews, and ongoing optimization.
Ability to identify at-risk partnerships early, handle escalations, and build trusted long-term relationships with partner teams at all levels.
Experience managing or building partnership programs from scratch, including defining strategy, recruiting early partners, and developing commercial frameworks.
Strong commercial judgment and experience structuring and negotiating deals with diverse partner types, including referral, revenue-share, and loyalty or rewards models.
Strong analytical skills, including building ROI models and forecasts and using data to identify trends and guide decisions; comfort with Excel, Google Sheets, and AI tools.
Strong product and technical fluency, with the ability to work closely with Product and Engineering on integrations and roadmap trade-offs.
Ability to work effectively in ambiguous, fast-moving environments with limited precedent and guidance.
Experience working cross-functionally with Product, Engineering, Finance, Legal, and Marketing to align on strategy and advance deals.
Exceptional communication, presentation, and influence skills, including the ability to develop a compelling point of view and gain senior stakeholder support.
Ability to manage complex projects and operations and create processes where none exist, while balancing attention to detail with broader outcomes.

Nice To Haves

Experience with financial services, airlines and loyalty programs, business travel platforms, or in travel, marketplace, or consumer technology.

Responsibilities

Own day-to-day relationships with a portfolio of live distribution partners, including regular partner reviews and QBRs, funnel and performance reviews, escalation resolution, and early identification of at-risk partners.
Grow partner revenue and conversion by optimizing offers, placements, and experiences throughout each partnership's lifecycle.
Contribute to and execute business development strategy for partner categories, identifying high-value partners and use cases and recommending commercial models, incentive structures, and partner sequencing.
Support new-partner and renewal processes, and progressively lead priority deals from outreach and scoping through needs assessment, negotiation, term sheets, and contract execution.
Help structure referral, revenue-share, points and rewards, and co-funded marketing agreements that support mutually beneficial and scalable outcomes.
Lead partnerships through launch and ongoing growth, coordinating launch plans with Product and Marketing and tracking performance against targets.
Establish partner KPIs, ROI models, reporting cadences, and forecasts for partner-sourced bookings and revenue; report results and financials to the Director, Finance, and senior stakeholders.
Collaborate with Finance, Legal, Product, Engineering, Payments, and Marketing to define partner requirements, model revenue opportunities, set success metrics, and develop contracting frameworks.
Build market and category expertise, monitor competitor activity and market shifts, and provide recommendations to leadership.
Develop playbooks, commercial templates, and partner onboarding processes based on learnings from early launches.
Represent partner needs internally by synthesizing partner feedback and market insights for Product, Engineering, and Marketing, and communicating the commercial opportunity to stakeholders.