Senior Connectivity Partner Lead

Details

Airbnb’s Connectivity team manages the API partners that power a significant share of global inventory. Connectivity partners — property management software providers, channel managers, and distribution platforms — unlock access to millions of listings and shape the quality and reliability of the host and guest experience. This role owns full relationships with a portfolio of Tier 1 connectivity partners, operating at the intersection of product strategy, API ecosystem design, account management, incentive and joint business plan development, and marketplace dynamics.

Responsibilities

• Own end-to-end partner relationships for Tier 1 connectivity partners across your portfolio and region.
• Hold a global view of the partner ecosystem, understanding regional nuances and market dynamics to inform prioritization.
• Define success through Airbnb outcomes and contribute to the North Star API strategy, developing Joint Business Plans (JBPs) and QBR frameworks.
• Track ecosystem health and identify Share of Wallet improvement opportunities.
• Design incentive structures and deal terms to align partner behavior with Airbnb strategic objectives; lead negotiations with senior partner stakeholders.
• Shape partner behavior, build trust with partners and hosts, and maintain strong C-suite relationships.
• Drive pricing, availability, and booking strategies and manage escalations and compliance monitoring.
• Advocate for roadmap priorities and coordinate with product and engineering to codevelop features, drive host adoption, and address integration gaps and bugs.
• Leverage AI tooling to increase speed of feature adoption.
• Operate cross-functionally with Product, Engineering, Finance, Legal, and Regional teams to drive alignment and outcomes.

Requirements

• 10–15+ years in platform partnerships, API ecosystems, marketplace operations, or product-led growth roles.
• Experience with API-first platforms or large-scale marketplaces and direct experience managing complex, technical integrations or connectivity partnerships. (Examples cited: Stripe, Shopify, Twilio.)
• Commercial fluency with proven ability to structure, negotiate, and close deals (term sheets to signed contracts).
• Strategic mindset: define success through business outcomes and connect partner-level decisions to Airbnb’s North Star.
• Technical fluency sufficient to understand connectivity integrations, identify gaps, and work credibly with product and engineering teams.
• Strong ownership and execution skills with a track record of delivering results in ambiguous, fast-moving environments.
• Excellent influencing and communication skills for internal and external advocacy and cross-functional collaboration.

Location & Working Model

• United States — Remote Eligible (must live in a state where Airbnb, Inc. has a registered entity). Role may include occasional work at an Airbnb office or attendance at offsites as agreed with manager.

Compensation & Other Details

• Base pay range: $196,000—$245,000 USD. The role may also be eligible for bonus, equity, benefits, and Employee Travel Credits. Actual base pay depends on factors such as training, transferable skills, work experience, business needs, and market demands.

Inclusion & Accommodations

• Airbnb is committed to inclusion and encourages all qualified individuals to apply. Candidates with disabilities who require reasonable accommodation for the application or interview process may contact [email protected] with their full name, the role, and the accommodation needed.