Description

You will own the BD strategy and deal execution for two new partnership categories: utility-focused partner services and supply acquisition via SaaS and B2B platforms. This is a highly cross-functional role requiring strategy, product, and dealmaking skills to build these categories from scratch.

Requirements

• 12+ years of experience in business development, strategic partnerships, or related field.
• Track record of independently owning and closing complex, multi-stakeholder deals.
• Experience building new partnership categories from scratch.
• Demonstrated ability to develop and execute partnership strategy.
• Strong commercial instincts and experience structuring deals with diverse partner types.
• Comfortable operating in ambiguous, fast-moving environments.
• Experience working cross-functionally with Product, Engineering, Finance, and Legal.
• Exceptional communication and influence skills.
• Experience in travel, marketplace, or consumer technology is a plus.
• Bachelor's degree or equivalent.

Responsibilities

• Define and own BD strategy for Airbnb Service partnership categories.
• Identify highest value industries, partner profiles, and use cases.
• Lead end-to-end BD process for priority partnerships: outreach, negotiation, term sheet, and contract execution.
• Work cross-functionally with Finance, Legal, Product, and Business.
• Develop deep expertise in relevant industries and partner landscapes.
• Define KPIs, reporting frameworks, and feedback loops for new partnerships.
• Serve as internal voice for partner categories, synthesize partner feedback for Product and Engineering.