Airbnb is a mission-driven company dedicated to helping create a world where anyone can belong anywhere. It takes a unified team committed to our core values to achieve this goal. Airbnb's various functions embody the company's innovative spirit and our fast-moving team is committed to leading as a 21st century company.

As a Strategic Partnerships Manager, you will play a critical role in developing the foundation for becoming the preferred experience platform for teams. In 2022, you will be focused on identifying and closing corporate clients in defined target verticals along with fostering strategic relationships with those that represent the most significant opportunity for growth. You will be expected to develop and own the strategy for achieving your sales targets. In addition, you must show that you can partner effectively with your clients and drive constructive data analysis to improve the process, build for the future, and successfully grow the amount of spend within each of your clients. You report directly to the Global Sales & Account Management Lead and will partner closely with the sales and account management team to ensure a consistent, data-driven feedback loop to cross-functional Airbnb for Work (A4W) and Experiences for Teams (E4T) stakeholders including Product, Program Management, Operations, Data Science, and Marketing.

Airbnb Experiences are one-of-a-kind in person and virtual activities designed and led by locals all over the world. The E4T department was launched in April 2020 as it saw organic bookings occurring from teams and professionals. Over the last 18 months, E4T has become one of the fastest growing incubations within Airbnb as companies have been looking for new and better ways to foster connection, bring teams together, and support employees in a remote world.


  • Develop and own the strategy for achieving your sales goals
  • Demonstrate the ability to effectively manage the entire sales cycle including prospecting, engagement, discovery, closing, onboarding, and strategic account management 
  • Develop trusted advisor relationships with target accounts, customer stakeholders, and Executive sponsors
  • Demonstrate ability to communicate, present to, and influence key stakeholders at all levels of an organization, including Executive and C-Level
  • Conduct regular group-wide webinars & training sessions to educate existing and new users on E4T products
  • Facilitate on-boarding and connectivity roll-outs for your E4T accounts
  • Lead corporate QBRs where relevant
  • Collaborate with the product and program management teams to ensure the timely and successful delivery of our solutions based on customer needs and objectives
  • Iterate and develop/test new approaches to determine the most efficient and effective path to achieving our collective E4T goals
  • Clearly communicate the progress of key initiatives to internal and external stakeholders
  • Collaborate with the Sales/Account Management Team to identify opportunities for growth within key accounts
  • Develop, forecast, and track key account metrics
  • Prepare reports on account status


  • 8+ years of relevant work experience in enterprise sales/account management with proven track record of consistently exceeding revenue targets
  • Online marketplace/SaaS platform experience, a plus 
  • Strong team player with the ability to organize, prioritize, and manage internal and external responsibilities simultaneously
  • Ability to take strategic concepts and turn them into actionable plans
  • Proven ability to juggle multiple projects at a time, while maintaining sharp attention to detail
  • Excellent written and verbal communication skills 
  • Successful resource allocation, timeline and project management experience
  • Strong customer service skills
  • Comfortable with Excel, Google Docs, Salesforce CRM and other technology solutions for driving sales
  • Can do attitude, strategic thinker and passion for new products and solutions
  • Willingness to travel, as needed