Lead Business Development Manager, Advertising
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What you'll do
- Build and manage a high-quality pipeline of direct advertisers and agency partners across North America.
- Own the end-to-end business-development cycle: territory planning, prospecting, discovery, solution development, proposal creation, negotiation, close, and handoff.
- Develop trusted relationships with senior stakeholders across marketing, media, e-commerce, partnerships, and finance organizations.
- Lead consultative conversations that connect advertiser business objectives to Expedia Group audiences, inventory, creative capabilities, measurement, and traveler insights.
- Create account and territory strategies for priority verticals, with an initial emphasis on financial services and other non-endemic advertisers.
- Partner with internal specialists to develop integrated media proposals across display, sponsored listings, audience solutions, and related advertising products.
- Prepare and deliver persuasive presentations, business cases, media plans, and executive-level recommendations.
- Maintain accurate opportunity, activity, forecast, and next-step data in Salesforce and related reporting tools.
- Collaborate with Account Management and cross-functional partners to ensure a smooth transition from closed business to activation and long-term growth.
- Monitor market trends, competitive offerings, advertiser needs, and agency dynamics to identify new growth opportunities.
- Represent Expedia Group Advertising at relevant industry events, client meetings, and executive forums.
- Share customer feedback and market insight with Product, Marketing, Insights, and leadership teams to improve our offerings and go-to-market approach.
What they're looking for
- Significant experience in business development, digital advertising sales, media partnerships, ad technology, agency sales, or a closely related commercial role.
- A demonstrated record of exceeding revenue or pipeline goals in a complex, consultative sales environment.
- Experience managing multi-stakeholder sales cycles with senior client and agency decision-makers.
- Strong knowledge of digital advertising, including programmatic, display, sponsored media, audience targeting, measurement, or related solutions.
- Excellent discovery, storytelling, negotiation, presentation, and written communication skills.
- Ability to turn ambiguous customer needs into clear commercial strategies and actionable proposals.
- Strong business judgment, analytical thinking, and comfort working with performance data.
- Demonstrated ability to influence without authority and collaborate effectively across functions.
- High standards for organization, follow-through, accountability, and CRM discipline.
- Willingness to travel periodically for client meetings, industry events, and team collaboration.
Nice to have
- Experience selling to financial-services, fintech, insurance tech, retail, technology, travel, or other non-endemic advertisers.
- Existing relationships with major brands, media agencies, holding companies, or agency trading desks.
- Experience selling multi-channel or integrated media solutions.
- Familiarity with travel audiences, destination marketing, loyalty ecosystems, or marketplace businesses.
- Experience working with Salesforce, Tableau, or comparable sales and reporting platforms.
- Bachelor’s degree or equivalent practical experience.
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
Expedia Group brands power global travel for everyone, everywhere. We design cutting-edge tech to make travel smoother and more memorable, and we create groundbreaking solutions for our partners. Our diverse, vibrant, and welcoming community is essential in driving our success.
Why Join Us?
To shape the future of travel, people must come first. Guided by our Values and Leadership Agreements, we foster an open culture where everyone belongs, differences are celebrated and know that when one of us wins, we all win.
We provide a full benefits package, including exciting travel perks, generous time-off, parental leave, a flexible work model (with some pretty cool offices), and career development resources, all to fuel our employees' passion for travel and ensure a rewarding career journey. We’re building a more open world. Join us.
Lead Business Development Manager, Advertising
We are looking for a commercially minded Senior Business Development Manager to grow Expedia Group Advertising’s North American business. This person will identify and develop new advertiser and agency relationships, manage complex sales cycles from prospecting through close, and expand strategic partnerships across the travel and non-travel ecosystem.
The ideal candidate combines consultative selling, strong executive presence, disciplined pipeline management, and a deep understanding of digital advertising. They will translate advertiser objectives into compelling media solutions and collaborate closely with Marketing, Product, Operations, Insights and Planning, Legal, Finance, and Account Management to deliver sustainable partner value.
What you will do:
Build and manage a high-quality pipeline of direct advertisers and agency partners across North America.
Own the end-to-end business-development cycle: territory planning, prospecting, discovery, solution development, proposal creation, negotiation, close, and handoff.
Develop trusted relationships with senior stakeholders across marketing, media, e-commerce, partnerships, and finance organizations.
Lead consultative conversations that connect advertiser business objectives to Expedia Group audiences, inventory, creative capabilities, measurement, and traveler insights.
Create account and territory strategies for priority verticals, with an initial emphasis on financial services and other non-endemic advertisers.
Partner with internal specialists to develop integrated media proposals across display, sponsored listings, audience solutions, and related advertising products.
Prepare and deliver persuasive presentations, business cases, media plans, and executive-level recommendations.
Maintain accurate opportunity, activity, forecast, and next-step data in Salesforce and related reporting tools.
Collaborate with Account Management and cross-functional partners to ensure a smooth transition from closed business to activation and long-term growth.
Monitor market trends, competitive offerings, advertiser needs, and agency dynamics to identify new growth opportunities.
Represent Expedia Group Advertising at relevant industry events, client meetings, and executive forums.
Share customer feedback and market insight with Product, Marketing, Insights, and leadership teams to improve our offerings and go-to-market approach.
How success will be measured:
Delivery against annual and quarterly revenue, bookings, and pipeline targets.
Growth in qualified pipeline coverage and conversion through the sales funnel.
New advertiser and agency relationships established across priority verticals.
Quality and predictability of forecasting, opportunity management, and Salesforce hygiene.
Strength of executive-level client relationships and partner satisfaction.
Successful cross-functional execution from prospecting through launch and handoff.
Contribution to repeatable sales plays, market insights, and scalable go-to-market practices.
Experience and qualifications:
Significant experience in business development, digital advertising sales, media partnerships, ad technology, agency sales, or a closely related commercial role.
A demonstrated record of exceeding revenue or pipeline goals in a complex, consultative sales environment.
Experience managing multi-stakeholder sales cycles with senior client and agency decision-makers.
Strong knowledge of digital advertising, including programmatic, display, sponsored media, audience targeting, measurement, or related solutions.
Excellent discovery, storytelling, negotiation, presentation, and written communication skills.
Ability to turn ambiguous customer needs into clear commercial strategies and actionable proposals.
Strong business judgment, analytical thinking, and comfort working with performance data.
Demonstrated ability to influence without authority and collaborate effectively across functions.
High standards for organization, follow-through, accountability, and CRM discipline.
Willingness to travel periodically for client meetings, industry events, and team collaboration.
Preferred qualifications:
Experience selling to financial-services, fintech, insurance tech, retail, technology, travel, or other non-endemic advertisers.
Existing relationships with major brands, media agencies, holding companies, or agency trading desks.
Experience selling multi-channel or integrated media solutions.
Familiarity with travel audiences, destination marketing, loyalty ecosystems, or marketplace businesses.
Experience working with Salesforce, Tableau, or comparable sales and reporting platforms.
Bachelor’s degree or equivalent practical experience.
Starting pay for this role will vary based on multiple factors, including location, available budget, and an individual’s knowledge, skills, and experience. Pay ranges may be modified in the future.
Benefits and perks
Expedia Group offers benefits and perks designed to support employees and their families, including medical, dental, and vision coverage, paid time off, an Employee Assistance Program, wellness and travel reimbursement, travel discounts, and International Airlines Travel Agent Network (IATAN) membership. Learn more about life at Expedia Group at https://careers.expediagroup.com/life.
Accommodation requests
Expedia Group is committed to providing an inclusive and accessible recruiting experience. If you need an accommodation or adjustment due to a disability during the application or recruiting process, please submit a request at https://expedia.service-now.com/askeg?id=job_accommodation.
About Expedia Group
Expedia Group includes three flagship consumer brands - Expedia, Hotels.com, and Vrbo - along with a leading B2B travel business and travel advertising offerings. Across our brands and business, we help travelers explore the world with confidence and ease.
Important notice
Employment opportunities and job offers at Expedia Group will always come from Expedia Group's Talent Acquisition and hiring teams. Never share sensitive personal information unless you are confident of the recipient. Expedia Group does not extend job offers via email or messaging tools to individuals with whom we have not made prior contact. Our email domain is @expediagroup.com. The official place to find and apply for roles is https://careers.expediagroup.com/jobs/.
Equal Opportunity
Expedia is committed to creating an inclusive work environment with a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other characteristic protected by law. This employer participates in E-Verify. The employer will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS) with information from each new employee's I-9 to confirm work authorization.Company
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