Supply Operations Lead (Services Supply)

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.

A Typical Day:

• 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.

Your Expertise:

• 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.

Our Commitment To Inclusion & Belonging:

Airbnb is committed to working with the broadest talent pool possible. We believe diverse ideas foster innovation and engagement, and allow us to attract creatively-led people, and to develop the best products, services and solutions. All qualified individuals are encouraged to apply.