[Remote] Senior Connectivity Partner Lead

Note: The job is a remote job and is open to candidates in USA. Airbnb is a global platform that connects hosts and guests through unique stays and experiences. The Senior Connectivity Partner Lead will manage relationships with Tier 1 connectivity partners, driving strategic outcomes and ensuring successful integration and operation within Airbnb’s partner ecosystem.ResponsibilitiesOwn the full relationship with a portfolio of Tier 1 connectivity partnersDefine success through Airbnb’s outcomes, not just partner winsContribute to the North Star API strategy to develop Joint Business Plans and QBR frameworksTrack ecosystem health and identify Share of Wallet improvement opportunities across your portfolio and regionDesign incentive structures and deal terms that align partner behavior with Airbnb’s strategic objectivesLead negotiations with senior partner stakeholders with confidence, clarity, and commercial rigorShape partner behavior and earn deep trust with partners and hosts while driving the outcomes Airbnb needsBuild and maintain strong relationships at the CsuiteDesign and execute Joint Business Plans (JBPs) tied to measurable outcomesDrive pricing, availability, and booking strategiesAdvocate for partners internally, manage escalations effectively, and ensure compliance monitoring is in placeAdvocate for roadmap priorities internally and maintain alignment with product and engineering stakeholdersCodevelop key features and drive host adoptionIdentify gaps and address bugs in integrations, workflows, and partner capabilitiesLeverage AI tooling to increase speed of feature adoptionDrive outcomes with minimal oversightAct with speed and extreme ownershipOperate cross-functionally at a global levelSkills10–15+ years in platform partnerships, API ecosystems, marketplace operations, or product-led growth rolesExperience working with API-first platforms (e.g., Stripe, Shopify, Twilio) or large-scale marketplaces direct experience managing complex, technical integrations or connectivity partnershipsCommercial Fluency: Proven ability to structure, negotiate, and close deals — from term sheets to signed contracts. Comfortable in the room with senior commercial stakeholdersStrategic Mindset: You define success through business outcomes, not activity. You hold a view of the full ecosystem, understand regional nuance, and can connect partner-level decisions to Airbnb's North StarTechnical Depth: Enough technical fluency to understand connectivity integrations, identify gaps, and work credibly with product and engineering teams to drive solutionsOwnership & Execution: High bias for action. You don't wait to be told — you see what needs to happen and make it happen. Track record of delivering results in ambiguous, fast-moving environmentsInfluencing Skills: You know how to shape behavior through trust, not just authority. Strong communicator with the ability to advocate internally and externallyCross-Functional Collaboration: Experience working across product, engineering, legal, finance, and regional teams to deliver outcomes for partnersBenefitsBonusEquityBenefitsEmployee Travel CreditsCompany OverviewAirbnb is an online community marketplace for people to list, discover, and book accommodations through mobile phones or the Internet. It was founded in 2008, and is headquartered in San Francisco, California, USA, with a workforce of 5001-10000 employees. Its website is https://www.airbnb.com.Company H1B SponsorshipAirbnb has a track record of offering H1B sponsorships, with 27 in 2026, 234 in 2025, 176 in 2024, 160 in 2023, 270 in 2022, 250 in 2021, 274 in 2020. Please note that this does not guarantee sponsorship for this specific role.