Partnerships Operations Lead (contract)

Airbnb was born in 2007 when two Hosts welcomed three guests to their San Francisco home, and has since grown to over 4 million Hosts who have welcomed more than 1 billion guest arrivals in more than 100, 000 cities and towns located in 220 countries and regions across the globe. Every day, Hosts offer unique stays and one-of-a-kind activities that make it possible for guests to experience the world in a more authentic, connected way.

Airbnb was born with a creative spirit, and it’s one of the most defining parts of our culture. We use our curiosity and imagination to come up with unconventional solutions. These are the ideas at the core of Airbnb:

• Our community is based on connection and belonging.
• Our creativity allows us to imagine new possibilities for people.
• Our responsibility is to all of our stakeholders.
• It takes a unified team committed to our core values to embody these ideas, and our fast-moving team is committed to leading as a 21st century company.
  
  

Location: San Francisco, CA (Hybrid)

About the role:

Airbnb Services is building a scaled marketplace of high-quality service providers (chefs, massage, photography, and more). We partner with platforms, aggregators, and booking/inventory systems to unlock supply at scale. We’re hiring a Partnerships Operations Lead to own the post-signature engine: you’ll design the strategy, operating model, and programs that turn deal terms into real supply, quality, and revenue outcomes.

You’ll sit at the intersection of BizDev, Product, and GTM, creating the playbooks, SLAs, incentives, data flows, and experiments that grow partner-sourced supply efficiently while improving conversion and guest experience.

What you’ll do:

• Operationalize partner deals
• Translate commercial terms into launch plans, SLAs, success metrics, and reporting.
• Stand up partner onboarding programs (data mapping, API readiness, catalog standards, compliance, payments, dispute/chargeback flows).
• Grow supply & conversion
• Build scalable programs to drive new activations, listing quality, and bookability (inventory health, pricing/availability hygiene, content QA).
• Design incentive frameworks (bounties, co-op spend, tiering) that improve unit economics and partner performance.
• Own the performance engine
• Define and run partner scorecards; establish QBR/WBR cadence with targets for NAAS, CPA/CAC, fill rate, cancel rate, NPS/claims.
• Build automated pipelines/dashboards with Data/Analytics; instrument experiments (A/B, geo pilots, cohort tests).
• Create repeatable playbooks
• Standardize integration requirements, validation tests, and launch checklists.
• Author SOPs for catalog ingestion, policy compliance, trust & safety escalations, and partner support.
• Drive cross-functional execution
• Prioritize integration and feature requests with Product/Eng based on partner and business opportunities
• Partner with Legal/Policy on data sharing, content/IP, and regulatory needs across regions.
• Continuously optimize economics
• Model lever impacts (channel mix, incentives, take rates) and deliver cost-per-activation and payback improvements at portfolio and partner level.
  
  

What success looks like (Outcomes/KPIs)

• Partner-sourced NAAS: net new active services from integration partners hits plan.
• Unit economics: CPA/CAC down quarter-over-quarter; positive payback within target window.
• Quality & conversion: ensure improved conversion rates and supply quality
• Speed to value: time-to-launch and time-to-first-booking reduced vs. baseline.
  
  

Qualifications

• Bachelor’s Degree in Business, Finance, Marketing, or related fields
• 7 years in Consulting / Partnerships Ops / Marketplace Ops / Supply Ops or Program Management for B2B platforms (e.g., integrations with reservation/booking systems, OTAs, aggregators).
• Proven track record turning partner agreements into scaled programs with measurable supply and revenue impact.
• Comfortable with technical integrations (APIs, webhooks, data schemas); can write precise requirements and run UAT with Eng.
• Strong analytical chops: build business cases, define KPIs, create dashboards, and run experiments. SQL/Sheets advanced proficiency required; familiarity with Tableau a plus.
• Experience designing incentives/tiers, SLAs, and QBR frameworks.
• Excellent cross-functional leadership; crisp written docs and playbooks.
• Background in RevOps, Growth Ops, or Product Ops.
  
  

Belonging & Accommodations:

Airbnb is committed to working with the best and brightest people from the broadest talent pool possible. We believe a diversity of ideas fosters innovation and engagement, and allows us to attract the best people, and to develop the best products, services and solutions. All qualified individuals are encouraged to apply. If you need assistance, or reasonable accommodation during the application and recruiting process, please connect with your talent sourcing partner.

Pay Rate Range: 120-$135/hr

Benefits: Medical, Dental, Vision, 401K