Senior Partnerships Lead, Platform
Airbnb
full-time
Posted on:
Location Type: Remote
Location: United States
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Salary
💰 $204,000 - $255,000 per year
Job Level
About the role
- Define and own the BD strategy for Airbnb Service partnership categories
- Identify the highest value industries, partner profiles, and use cases
- Develop a clear point of view on how each category should grow over time, including commercial models, incentive structures, and the sequencing of partners needed to prove and scale each category
- Lead the end-to-end BD process for priority partnerships: from initial outreach and scoping through negotiation, term sheet, and contract execution
- Develop and refine commercial frameworks that balance short-term value with long-term scalability
- Structure deals that create genuine win-win outcomes for Airbnb, partners, guests, and hosts
- Work closely with Finance, Legal, Product, and Business to define partner profiles
- Develop contracting frameworks
- Develop deep expertise in the industries and partner landscapes most relevant to your categories
- Define the KPIs, reporting frameworks, and feedback loops needed to evaluate and iterate on new partnerships
Requirements
- 12+ years of experience in business development, strategic partnerships, or a related field, with a track record of independently owning and closing complex, multi-stakeholder deals
- Experience building new partnership categories or programs from scratch, including defining strategy, recruiting early partners, and developing commercial frameworks
- Demonstrated ability to develop and execute partnership strategy, not just manage inbound opportunities
- Strong commercial instincts and experience structuring and negotiating deals with diverse partner types, from large enterprise platforms to individual service providers
- Comfortable operating in ambiguous, fast-moving environments with limited precedent; able to make sound decisions with incomplete information
- Experience working cross-functionally with Product, Engineering, Finance, and Legal to align on strategy and move deals forward
- Exceptional communication and influence skills; able to develop a compelling point of view and bring senior stakeholders along
- Experience in travel, marketplace, or consumer technology is a plus
- Bachelor's degree or equivalent.
Benefits
- bonus
- equity
- benefits
- Employee Travel Credits
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
business developmentstrategic partnershipscontract negotiationcommercial frameworksKPI developmentreporting frameworksdeal structuringpartner profilingmulti-stakeholder deal closingpartnership strategy execution
Soft Skills
communication skillsinfluence skillsstrategic thinkingdecision makingcross-functional collaborationadaptabilityproblem solvingleadershipnegotiation skillscommercial instincts
Certifications
Bachelor's degree