Connectivity Partner Lead

Details

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.

Role overview

The newly formed Partnerships and Business Development Team plays a crucial role in accelerating Airbnb offerings and expanding into new markets by building strategic partnerships that enhance brand awareness, drive product adoption and introduce new experiences to Airbnb by bringing in partner products and services. This role manages Experiences API integrations with reservation technology partners, overseeing existing integrations and driving sourcing, negotiating, onboarding, build, go-to-market (GTM) and success management of new partners. It is a core pillar of scaled supply acquisition strategy for both Experiences and Services, enabling direct API connectivity to create opportunities for operators and broaden supplier pipelines.

Responsibilities

• Manage assigned key partners and meet and exceed quarterly/annual sales goals
• Analyze data and utilize data-driven recommendations to identify and action on strategic new partner opportunities to drive increases in sales
• Onboard and optimize new API partners (technical integration, onboarding and growth of hosts/listings)
• Provide day-to-day technical support for complicated internal and external systems, hardware/software and connectivity issues to mitigate partner impact, aiming to find problems before they arise
• Maintain deep understanding of technical integrations of various software partners to provide appropriate support to clients
• Build operational processes, implement new tools, develop data dashboards and other systems to increase team efficiency and promote data-driven decision making
• Represent Airbnb in external meetings and industry events
• Develop strong and long-lasting partnerships at various levels, including executives and key influencers
• Educate clients on significant product changes and cascade feedback to internal stakeholders
• Hold regular weekly/monthly optimization calls and QBRs with partners
• Develop deep knowledge of assigned clients’ businesses and become the go-to source for market dynamics information

Requirements / Your Expertise

• 10+ years of professional experience in a Connectivity and/or Partnership role at a global technology or tech hospitality company
• Working knowledge and experience with hospitality/travel software
• Proven track record of successfully growing a book of business and driving a lead pipeline of API partners in collaboration with field teams and Connectivity team members
• Highly proficient in Salesforce, specifically working with Leads, Opportunities, and other core Salesforce objects
• Excellent communication and presentation skills; ability to communicate effectively with clients via phone, email, and in-person
• Strong time management and prioritization skills
• Proven track record in building enduring and successful client relationships
• Proficient quantitative skills and proven ability to interpret and apply data in day-to-day work
• Experience in the technology space, knowledge of OTA specifications, and experience with API integrations (strongly preferred)
• Experience developing and executing channel sales and marketing initiatives in collaboration with external partners and field account teams
• Ability to execute with constantly changing priorities, projects and deadlines
• Passion for Airbnb, travel, and the sharing economy (being an Airbnb host is a plus)

Location & Work Policy

• This position is US - Remote Eligible. The role may include occasional work at an Airbnb office or attendance at offsites, as agreed with your manager.
• Candidates must live in a state where Airbnb, Inc. has a registered entity (some states excluded). If employed by another Airbnb entity, recruiters will provide eligibility details.

Inclusion & Accessibility

• Airbnb is committed to inclusion and belonging and encourages applicants from diverse backgrounds.
• Reasonable accommodations for candidates with disabilities are available through [email protected].

Compensation & Benefits

• Base pay range: $160,000 — $200,000 USD per year
• This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits. The actual base pay depends on factors including training, transferable skills, work experience, business needs and market demands.

Additional information

• Offices: United States