Senior Counsel, Commercial & Partnerships
Airbnb · United States
- Hybrid
- Full-time
- $258,000 / year
- United States
Job highlights
- Negotiate and draft complex commercial agreements.
- Advise on legal, regulatory, and strategic risks.
- Collaborate with cross-functional teams on deals.
- Support a rapidly growing global business.
- 10-15 years of commercial legal experience required.
About the role
About Airbnb
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
Airbnb’s Legal team embodies the company’s innovative, forward-thinking spirit. At the frontier of the new sharing economy, Airbnb is breaking new ground in matters of policy, law, and government relations. Where some see obstacles, we see the opportunity to find creative, practical solutions, right at the cutting edge. Our adventurous, fast-moving legal team is committed to building a team of talented, collaborative and self-motivated legal professionals across the globe who believe in Airbnb’s mission and leading as a 21st century company.
The Difference You Will Make
Airbnb is seeking a highly qualified, experienced commercial lawyer to join our Commercial & Technology team. The Senior Counsel, Commercial & Partnerships, will report to Airbnb’s Associate General Counsel, Commercial & Partnerships. This role will include negotiation and drafting, counseling on sophisticated and strategic commercial agreements, and building and maintaining client relationships. This job is for you if you work well with business people, have an upbeat and positive attitude, embrace adventure, and thrive in fast-paced, collaborative environments. Where some see obstacles, you see opportunities to find creative, practical solutions that advance Airbnb’s global mission.
A Typical Day
- Drive multiple high-value deals simultaneously - managing timelines and keeping complex negotiations on track from term sheet to close.
- Proactively identify, analyze, and resolve legal, regulatory, and strategic risks - providing practical, business-oriented advice across commercial deals and product development.
- Collaborate with business development, finance, product, and other cross-functional stakeholders to solve complex problems and advance deal objectives.
- Devise processes and procedures to help support a rapidly growing, global business.
Your Expertise
- J.D. from an accredited law school and strong academic credentials.
- Licensed attorney with 10-15+ years of significant commercial legal experience, with at least 5+ years leading and closing high-value strategic partnerships - such as co-marketing programs, loyalty integrations, and distribution deals with major consumer brands across travel, retail, services, and fintech.
- Proven experience leading, negotiating, and drafting commercial partnerships from term sheet to execution across diverse industries and deal structures.
- Experience working closely with high-growth business development teams.
- Transactional training at a top-tier law firm, with experience advising on complex, high-value commercial matters.
- Experience at or representing technology companies strongly preferred.
- Working knowledge of data privacy and security frameworks (e.g., GDPR, CCPA) as they apply to commercial agreements, including data sharing, processing, and licensing provisions.
- Demonstrated record of successfully managing significant aspects of complex commercial matters.
- Thrives juggling multiple complex, high-stakes projects at a time in a fast-paced, high-growth environment - moving quickly without sacrificing quality - both collaborating as part of a team and working independently.
- Interest in expanding the scope of your practice, attention to details, and ability to thrive in ambiguity and navigate novel deal structures with confidence and sound judgment.
- Highly motivated, efficient, and organized.
- Outstanding communication skills, both written and verbal.
- Warm, approachable, and genuinely collaborative - someone who builds trust quickly with business clients and enjoys being a real partner, not just a legal gatekeeper.
- Good sense of humor, disdain for drama, and desire to get things done.
- Passion for travel and home sharing and deep appreciation for the Airbnb community.
- Licensed attorney in good standing of the bar of at least one U.S. state or territory.
Your Location:
This position is US - Remote Eligible. The role may include occasional work at an Airbnb office or attendance at offsites, as agreed to with your manager. While the position is Remote Eligible, you must live in a state where Airbnb, Inc. has a registered entity. Click here for the up-to-date list of excluded states. This list is continuously evolving, so please check back with us if the state you live in is on the exclusion list If your position is employed by another Airbnb entity, your recruiter will inform you what states you are eligible to work from.
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.
We strive to also provide a disability inclusive application and interview process. If you are a candidate with a disability and require reasonable accommodation in order to submit an application, please contact us at: reasonableaccommodations@airbnb.com. Please include your full name, the role you’re applying for and the accommodation necessary to assist you with the recruiting process.
We ask that you only reach out to us if you are a candidate whose disability prevents you from being able to complete our online application.
How We'll Take Care Of You
Our job titles may span more than one career level. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs and market demands. The base pay range is subject to change and may be modified in the future. This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits.
Pay Range
$210,000—$258,000 USD
Key skills/competency
- Commercial Law
- Partnership Agreements
- Contract Negotiation
- Legal Counseling
- Technology Law
- Data Privacy
- GDPR
- CCPA
- Strategic Partnerships
- High-Value Deals
Skills & topics
- Senior Counsel
- Commercial Law
- Partnerships
- Contract Negotiation
- Legal Counsel
- Technology Law
- Data Privacy
- GDPR
- CCPA
- Strategic Partnerships
- High-Value Deals
- Legal
- Lawyer
- Corporate Counsel
- Remote Legal
- US Remote
How to get hired
- Tailor your resume: Highlight 10-15+ years of commercial legal experience, focusing on high-value strategic partnerships and tech company representation.
- Craft a compelling cover letter: Emphasize your upbeat attitude, collaborative spirit, and passion for Airbnb's mission and the travel industry.
- Prepare for behavioral questions: Be ready to discuss how you handle ambiguity, manage multiple high-stakes projects, and build trust with business clients.
- Showcase your expertise: Articulate your experience with GDPR, CCPA, and complex commercial matters, demonstrating sound judgment in novel deal structures.
Technical preparation
Behavioral questions
Frequently asked questions
- What are the key responsibilities for a Senior Counsel, Commercial & Partnerships at Airbnb?
- As a Senior Counsel, Commercial & Partnerships at Airbnb, you will be responsible for driving high-value deals, identifying and resolving legal risks, and collaborating with cross-functional teams. You will also be involved in drafting and negotiating sophisticated commercial agreements and building strong client relationships.
- What qualifications are essential for this Senior Counsel role at Airbnb?
- Essential qualifications include a JD from an accredited law school, 10-15 years of commercial legal experience (with at least 5 years in strategic partnerships), transactional training from a top-tier law firm, and experience with technology companies. Familiarity with data privacy frameworks like GDPR and CCPA is also crucial.
- Is this Senior Counsel position remote, and are there any location restrictions?
- This position is US - Remote Eligible. However, you must reside in a state where Airbnb, Inc. has a registered entity. Occasional travel to an Airbnb office or attendance at offsites may be required.
- What is the typical salary range for the Senior Counsel, Commercial & Partnerships role at Airbnb?
- The estimated base pay range for this role is $210,000 to $258,000 USD annually. This range is subject to change and may also be eligible for bonus, equity, benefits, and Employee Travel Credits.
- How does Airbnb approach diversity and inclusion in its hiring process for legal roles?
- Airbnb is committed to working with the broadest talent pool and believes diverse ideas foster innovation. They encourage all qualified individuals to apply and strive to provide a disability-inclusive application and interview process. For accommodations, contact reasonableaccommodations@airbnb.com.
- What kind of strategic partnerships does Airbnb look for in this role?
- Airbnb seeks experience in partnerships such as co-marketing programs, loyalty integrations, and distribution deals with major consumer brands across travel, retail, services, and fintech sectors. The focus is on high-value, strategic collaborations.
- How important is experience with technology companies for this Senior Counsel position?
- Experience at or representing technology companies is strongly preferred for this role, given Airbnb's position as a tech-forward company and the nature of the commercial agreements involved.