Counsel, Commercial

Airbnb is seeking a pragmatic, business-oriented Counsel with experience negotiating a range of commercial agreements to join our growing legal team.  

Based in Portland, you will be responsible for supporting the commercial contracting needs of Airbnb’s sales teams and for helping to build out our legal sales processes. You must be able to balance legal and business risk with the needs of the business, have excellent deal management and negotiation skills and demonstrate an ability to thrive in a demanding fast-paced environment. We’re looking for a highly adaptable and collaborative person who can handle ambiguity and rapidly shifting priorities with flexibility, patience, and poise.

Primary Responsibilities

  • Serve as the commercial lead for sales teams, partnering with product counsel as necessary
  • Negotiate and draft hotel and other related agreements and generally help facilitate the sales process
  • Prepare legal trainings and presentations to educate sales clients on legal best practices and commercial terms
  • Work on legal risk mitigation strategies for products across multiple jurisdictions with product counsel
  • Help to build out operational efficiencies within the legal sales function
  • Manage, develop and coach more junior members of commercial sales team
  • Help shape the continuous improvement of Airbnb sales agreement templates
  • Implement compliance and other corporate policies


  • JD and a minimum of 6+ years of relevant commercial experience. In-house experience at a multinational company, travel or hospitality experience strongly preferred
  • Member of the applicable state bar (in good standing) or eligible to register as in-house counsel
  • Demonstrated experience leading a range of complex deal negotiations
  • A strong working knowledge of the Airbnb platform, evolving product lines, and competitive landscape, as well as an interest in and passion for Airbnb’s mission
  • Excellent written and verbal communication skills
  • Experience managing a high volume of deals under tight deadlines with regularly shifting priorities and process updates
  • Experience working with international sales teams and cross functionally within organizations
  • People management experience is preferred, but not required
  • High level of integrity, professionalism, intellectual curiosity, sense of humor, and ability to work independently in sales-driven culture

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