Technical Partner Manager

Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals in almost every country across the globe. Every day, hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way. The Community You Will Join:  This role is part of the Key Accounts team at Airbnb who manages the partner relationships with our largest Supply Enterprises & API connectivity software partners. The Difference You Will Make: We are looking for an experienced Senior Connectivity Partner Manager to accelerate our API Connectivity Partnerships in Korea. As a member of the Key Accounts team, you will be managing partner relationships with strategic supply partners, including distribution software companies and other IT solutions for Airbnb’s accommodation partners in APAC. You will be responsible for prospecting, contracting, on-boarding and optimizing strategic partnerships to accelerate growth and performance on both sides. You will be reporting to the Regional Key Accounts Lead in APAC. A Typical Day: * Own a portfolio of Airbnb’s key partners and act as the key representative for these partners.  * Execute a win-win strategy for your portfolio that drives commercial value to all parties and positions Airbnb as a top strategic partner across all distribution channels.  * Develop strong relationships with executives and decision makers within your API partner portfolio, ensuring that partnerships meet the highest industry standards and that commercial agreements and service-level agreements (SLAs) are consistently met. * Use data to identify strategic opportunities and launch pilots to drive sales growth * Conduct regular business reviews, QBRs and formal presentations for internal and external purposes. * Educate clients on product updates and share partner feedback with internal stakeholders * Prospect, onboard and optimize new API partners (technical integration, onboarding and growth of hosts/listings). * Achieve quarterly goals, measure success against performance KPIs, feature adoption and supply acquisition growth targets. * Develop a deep understanding of technical integrations across Property Management Systems, Channel Managers, and Central Reservation Systems to provide targeted client support * Build close working relationships with internal stakeholders (Product, Tech Support, Regional Sales, Revenue Operations, Legal) to provide support for key partners and unlock growth opportunities. * Represent Airbnb in external meetings and industry events, specifically engaging with software partners and our community of hosts. Your Expertise: * 10+ years of professional experience in a Key Accounts/Connectivity or Technical Partner Manager role at a global technology or hospitality tech company. * World-class account management experience with a strong track record of successfully growing and building successful partnerships. * Experience in the hospitality technology space, knowledge of OTA specifications, and experience with API integrations strongly preferred. * Experience developing and executing sales and marketing initiatives in collaboration with external partners. * Strong quantitative skills with a proven ability to leverage data in decision-making * Experience working cross-functionally with product, tech, legal, marketing, sales operations and enablement teams. * Effective time management and ability to prioritize in a fast-paced dynamic environment * Excellent communication and presentation abilities, with confidence in engaging clients across multiple channels * Strong executive presence and the ability to effectively influence and present to top leaders internally and within the industry. * Must be fluent in verbal/written communication and presentation skills in Korean and English. * Local knowledge - you must have solid operating experience in APAC * Passion for Airbnb, travel, and the sharing economy - being an Airbnb host is a plus.

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! Figma’s Business Development & Partnerships team accelerates our company goals by working with partners to enhance product experiences, expand our ecosystem, and drive user and revenue growth. As Figma’s product portfolio and user base continue to evolve, the team plays a critical role in connecting our platform to a broader network of builders, developers, and solution partners. As our product suite expands with surfaces like Weave, CMS, Slides, and FigJam, we have an opportunity to reach entirely new categories of users, and we’re building the partnerships foundation that will help these products thrive. We’re looking for a Product Partner Manager who can set strategy, forge and deepen relationships, and bring integrations and go-to-market programs to life across a rapidly evolving communications and collaboration landscape. In this role you’ll collaborate extensively with cross-functional teams, especially in our product organization and both new and existing partners to drive meaningful impact for Figma, our partners, and users. If you love solving ambiguous problems, aligning stakeholders, and creating win-win opportunities with partners, this may be the role for you!  This is a full time role that can be held from one of our US hubs or remotely in the United States. WHAT YOU’LL DO AT FIGMA: * Develop and own the partnership strategy for key Figma products including Weave, CMS, Slides, and FigJam. You will shape how we work with key players across marketing, ads, collaboration, analytics, automation, and more * Work closely with product, research, marketing, and leadership teams to identify ecosystem needs, evaluate opportunities, and secure cross-functional alignment on investments * Source, evaluate, and build relationships with new partners that help Figma reach new personas, particularly marketers, and unlock new workflows and product value * Negotiate contracts, align internal stakeholders on terms, and manage the day-to-day health of partner relationships * Collaborate with product, engineering and partner technical teams to scope and coordinate integrations or extensibility features needed to bring partnerships to life * Define, track, and report success metrics for partner workstreams, ensuring measurable impact on company goals * Lead go-to-market motions for new integrations or partnerships in collaboration with partner marketing, sales enablement, comms, and product * Prepare and facilitate executive briefings, internal updates, and external partner meetings while owning key partner relationships and workstreams to ensure alignment, maintain momentum, and drive continued growth and impact WE'D LOVE TO HEAR FROM YOU IF YOU HAVE: * 5+ years of experience in business development, ecosystem partnerships, or strategic partner management with a track record of setting strategy and driving complex partnerships forward * A history of leading end-to-end deals with partners including terms alignment and negotiation. * Excellent written, verbal, and presentation skills, with the ability to communicate both business and technical concepts clearly * Strong analytical, organizational, and prioritization skills; ability to manage multiple sophisticated projects at once * Experience working cross-functionally with product, engineering, marketing, research, operations, legal, and other internal partners to move initiatives from concept to launch WHILE NOT REQUIRED, IT’S AN ADDED PLUS IF YOU ALSO HAVE: * Experience in the marketing technology ecosystem or with tools used by marketers (automation platforms, analytics, CMS, form tools, social, DAMs, etc.) * Experience owning a category or partner segment and building strategy in collaboration with product leadership At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. Pay Transparency Disclosure If based in Figma’s San Francisco or New York hub offices, this role has the annual base salary range stated below.     Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range. Please discuss your specific work location with your recruiter for more information.  Figma offers equity to employees, as well a competitive package of additional benefits, including health, dental & vision, retirement with company contribution, parental leave & reproductive or family planning support, mental health & wellness benefits, generous PTO, company recharge days, a learning & development stipend, a work from home stipend, and cell phone reimbursement.  Figma also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Figma’s compensation and benefits are subject to change and may be modified in the future. Annual Base Salary Range: $140,000—$296,000 USD At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.  Examples of accommodations include but are not limited to:  * Holding interviews in an accessible location * Enabling closed captioning on video conferencing * Ensuring all written communication be compatible with screen readers * Changing the mode or format of interviews  To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice.