Category Lead, Services

Quick Facts

• Role: Category Lead (Airbnb Services)

• Focus: Own a category end to end, driving growth and execution

• Key areas: Strategy, partnerships, program leadership, analytics

Description

You will serve as the go-to expert for a category within Airbnb Services, accountable for revenue, conversion, and quality targets. The role leads complex, higher-risk programs, anticipates market and partner trends, and recommends large-scale improvements to product, process, and go-to-market. You will influence roadmaps, build KPI frameworks, and guide cross-functional execution without direct authority.

Responsibilities

• Shape the category roadmap aligned with Services priorities and allocate investment across partners and initiatives.

• Partner with the partnerships team to grow key partner relationships, including joint business plans and business reviews; develop account playbooks to scale.

• Lead complex category programs (e.g., new partner launches, new sub-categories, pricing or incentive changes) and hold cross-functional teams accountable for execution.

• Build the category KPI framework; use SQL and financial modeling to size opportunities, diagnose performance, and frame trade-offs for leadership.

• Translate category needs into product requirements and marketing priorities; align Product, Marketing, Operations, Legal, and Finance without direct authority.

• Spot competitive and partner trends early and turn them into clear recommendations for leadership.

• Share knowledge and support team growth; raise analytical rigor and execution across the team.

Requirements

• 10+ years of experience in strategy & operations, business operations, category management, or partnerships (ideally in marketplace, e-commerce, or digital platform businesses).

• Proven experience setting strategy and delivering measurable top-line and bottom-line growth.

• Highly analytical with SQL proficiency required; ability to build financial models and translate analysis into strategic recommendations.

• Strong executive communication; experience negotiating and influencing senior stakeholders internally and externally.

• Deep marketplace acumen across two-sided dynamics (supply quality, traffic, discovery, conversion, retention).

• Experience leading complex cross-functional programs with meaningful risk and ambiguity.

• Ability to lead without formal authority (guiding projects, sharing expertise, and helping colleagues grow); people leadership interest is a plus.

Benefits

• Bonus, equity, benefits, and Employee Travel Credits may be available (subject to eligibility).

• Pay range: $168,000–$203,000 USD (base pay dependent on factors such as training, transferable skills, work experience, business needs, and market demands).