Senior Partnership Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee a portfolio of active distribution partners in financial services, airlines, loyalty programs, and business travel platforms.

• Manage daily partner relationships, conduct regular partner reviews, quarterly business reviews (QBRs), funnel assessments, performance monitoring, escalation handling, and risk identification.

• Contribute to and implement strategies for business development and distribution partnerships.

• Identify high-value partners and use cases, recommending commercial models, incentives, and partner sequencing.

• Support and progressively lead new partnership and renewal deals from outreach and scoping to needs assessments, negotiations, term sheets, and contract execution.

• Structure agreements for referrals, revenue-sharing, points and rewards, and co-funded marketing initiatives.

• Lead partnerships through their launch and ongoing growth, including developing launch plans, performance tracking, offer optimization, and placement strategies.

• Establish KPIs, ROI models, reporting schedules, and forecasts for partner-sourced bookings and revenue.

• Present results and financial updates to the Director of Finance and senior stakeholders.

• Collaborate with Finance, Legal, Product, Engineering, Payments, and Marketing on requirements, revenue opportunities, success metrics, and contracting frameworks.

• Monitor competitor activities and market changes, providing actionable recommendations to leadership.

• Create playbooks, commercial templates, and partner onboarding processes for global scalability.

• Synthesize partner feedback and market insights to guide Product, Engineering, and Marketing roadmaps.

⛳️ Requirements

• A minimum of 8 years of experience in business development, strategic partnerships, partner management, or distribution.

• Proven ability to independently manage complex, multi-stakeholder partnerships and deals.

• Experience overseeing a portfolio of active strategic partners and enhancing performance through relationship building, business insights, funnel analysis, business reviews, and optimization.

• Capability to identify at-risk partnerships, manage escalations, and foster long-term partner relationships.

• Experience in establishing or managing partnership programs from the ground up, including strategy development, early partner recruitment, and commercial frameworks.

• Proficient in structuring and negotiating referral, revenue-sharing, loyalty, or rewards agreements.

• Strong analytical capabilities; adept at creating ROI models and forecasts and recognizing trends through data analysis.

• Proficiency in Excel, Google Sheets, and AI tools.

• Solid product and technical understanding, including collaboration with Product and Engineering on integrations and roadmap decisions.

• Ability to thrive in ambiguous, fast-paced environments with minimal guidance.

• Cross-functional experience engaging with Product, Engineering, Finance, Legal, and Marketing teams.

• Outstanding communication, presentation, and influencing abilities.

• Competence in managing complex projects and operations, along with the ability to establish processes where none exist.

• Experience in financial services, airlines and loyalty programs, business travel platforms, travel, marketplaces, or consumer technology is advantageous.

🏝️ Benefits

• Eligibility for bonuses.

• Equity eligibility.

• Benefits eligibility.

• Employee travel credits.

• Option for remote work.

• Opportunity for occasional work at an Airbnb office or participation in offsite events, as agreed with management.

• Disability accommodations available throughout the recruitment process.