Senior Partnerships Lead, Platform
Job Description: • 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