Lead Business Development Manager, AdvertisingWe 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.
The total cash range (inclusive of base salary and variable incentive target) for this position in Seattle is $200,000.00 to $280,000.00. Employees in this role have the potential to increase their pay up to $320,000.00, based on ongoing, demonstrated, and sustained performance in the role. Incentive plan performance above target will also earn more than the incentive target compensation amount.The total cash range (inclusive of base salary and variable incentive target) for this position in New York is $216,000.00 to $302,500.00. Employees in this role have the potential to increase their pay up to $345,500.00, based on ongoing, demonstrated, and sustained performance in the role. Incentive plan performance above target will also earn more than the incentive target compensation amount.
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 perksExpedia 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.
