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Salary: USD 157,000 - 185,000 / annual
Airbnb's Distribution Partnerships team is seeking an experienced Senior Partnership Manager to own a portfolio of live distribution partners and drive strategic growth across financial services, airlines, loyalty programs, and business travel platforms.
You will spend approximately 70% of your time on day-to-day management and strategic development of existing partners, including running regular partner reviews and QBRs, tracking performance against bookings and revenue targets, resolving escalations, and identifying at-risk partnerships early. The remaining 30% supports new partner recruitment, renewals, and deal structuring.
Key responsibilities include:
• Partner Management: Own day-to-day relationships, run QBRs, track performance funnels, resolve escalations, and maintain feedback loops between partners and internal teams (Product, Engineering, Marketing, Finance, Legal).
• Partnership Strategy: Contribute to BD strategy for partner categories, identify high-value use cases, and develop clear recommendations on commercial models, incentive structures, and partner sequencing.
• Deal Execution: Lead the full partnership lifecycle from initial outreach through needs assessment, negotiation, term sheet, and contract execution. Structure referral, revenue-share, points/rewards, and co-funded marketing agreements.
• Launch and Growth: Lead partnerships through launch, set launch plans with Product and Marketing, track performance against targets, and optimize offers and placements to drive results.
• Measurement and Forecasting: Build KPIs, ROI models, and reporting cadence. Forecast partner-sourced bookings and revenue; report results to leadership.
• Cross-Functional Leadership: Work with Finance, Legal, Product, Engineering, Payments, and Marketing to define requirements, model opportunities, and develop contracting frameworks.
• Market Expertise: Build deep knowledge of partner landscapes, monitor competitor activity, and bring recommendations to leadership on market shifts and B2B distribution trends.
• Program Development: Capture learnings from early launches to build playbooks, commercial templates, and onboarding processes for global scaling.
This is a high-ambiguity individual-contributor role at the intersection of strategy, product, dealmaking, and partner development. You will work closely with Product and Engineering on emerging partnership products (embedded booking, points earn/pay, embeds, partner portal). The role includes project management and operations in areas where processes are not yet defined, requiring scrappiness and proactivity to unblock unforeseen problems.
REQUIREMENTS:
• 8+ years of experience in business development, strategic partnerships, partner management, or distribution, with a track record of independently owning complex, multi-stakeholder partnerships and deals
• Experience managing a portfolio of live strategic partners and growing their performance over time through relationship development, partner business insights, funnel analysis, regular business reviews, and ongoing optimization
• Ability to spot at-risk partnerships early, work through escalations, and build trusted, long-term relationships with partner teams at all levels
• Experience managing or building partnership programs from scratch, including defining strategy, recruiting early partners, and developing commercial frameworks
• Strong commercial instincts and experience structuring and negotiating deals with diverse partner types (referral, revenue-share, loyalty/rewards models)
• Demonstrated ability to work in high-ambiguity environments, build businesses from zero to one and one to ten with limited guidance
• Excellent cross-functional collaboration and communication skills; ability to synthesize partner feedback and market insight for internal stakeholders
