Sales Operations Manager, Advertising

The Expedia Group Advertising (EGA) Field Operations team plays a critical role in enabling business growth through scalable processes, effective systems, and operational excellence. We partner closely with Sales, Marketing, Salesforce, Analytics, and Ad Operations teams to improve productivity, streamline workflows, and deliver data-driven solutions that help the organization operate more efficiently.

We are seeking a Sales Operations Manager, Advertising to lead complex operational initiatives that improve sales effectiveness and support business scale. In this role, you will evaluate current processes, identify opportunities for improvement, design and implement solutions, and measure success through data and performance analysis.

You will be responsible for initiatives that span lead and opportunity management, account planning, go-to-market processes, workflow automation, reporting, analytics, and business transformation efforts. Working cross-functionally, you will influence stakeholders across the organization and help shape the future of our advertising sales operations strategy.

In this role, you will

• Design, implement, and optimize workflows and operational processes that improve sales productivity, efficiency, and effectiveness
• Partner with Sales, Marketing, Salesforce, Analytics, and Ad Operations teams to gather requirements, identify business challenges, and develop scalable solutions
• Lead initiatives related to lead management, opportunity workflows, account design, account planning, and go-to-market processes for new products and solutions
• Evaluate and implement automation, reporting, and data-driven tools that improve operational performance and decision-making
• Investigate business challenges, analyze data, and translate findings into actionable recommendations and business requirements
• Measure the effectiveness of programs and process improvements through data analysis, stakeholder feedback, and performance metrics
• Develop business cases and quantify opportunities to support investments in process improvements and operational enhancements
• Lead complex cross-functional projects, establish project plans, define milestones, and drive execution against business objectives
• Serve as a trusted advisor to stakeholders and senior leaders by providing operational expertise and strategic recommendations
• Identify project risks, develop mitigation plans, manage budgets where applicable, and communicate progress to stakeholders
• Create clear and effective communication materials, documentation, presentations, policies, and training resources
• Support change management and adoption efforts by partnering with internal teams on training and enablement initiatives
• Collaborate with Field Operations partners responsible for sales planning, territory design, compensation programs, incentives, and sales enablement to drive broader operational success
• Maintain awareness of advertising, technology, travel, and media industry trends to identify opportunities for process innovation and continuous improvement

Experience and qualifications

• Bachelor's degree, Master's degree, or equivalent professional experience
• 5+ years of relevant experience with a Bachelor's degree or 3+ years of relevant experience with a Master's degree
• Advanced Salesforce expertise, including experience as a Salesforce power user or administrator
• Strong analytical skills with advanced Excel proficiency and working knowledge of SQL and AI-enabled data analysis tools
• Demonstrated ability to influence and communicate effectively with senior leaders and cross-functional stakeholders
• Experience managing multiple complex programs simultaneously while maintaining strong project documentation and organizational rigor
• Strong program and project management skills, including planning, prioritization, execution, and change management
• Experience analyzing business processes, identifying operational improvements, and implementing scalable solutions
• Familiarity with technology, travel, advertising, media, or related industries
• Strong business acumen with experience partnering closely with sales and marketing organizations
• Ability to apply business strategy and customer needs to process, technology, and operational design decisions
• Excellent written and verbal communication skills with the ability to tailor messaging for diverse audiences
• Proven ability to navigate ambiguity, solve complex problems, and drive measurable business outcomes
• Experience building stakeholder relationships and influencing decisions without direct authority
• Strong attention to detail combined with the ability to balance strategic thinking and operational execution

Analysis and performance

• Investigate questions and business challenges to establish facts, reach conclusions, and summarize findings into requirements while owning or helping design solutions
• Identify methods for collecting data, perform analyses, and articulate findings to evaluate the impact of process changes
• Use an understanding of current business processes, objectives, and challenges to recommend solutions and improvements
• Measure stakeholder satisfaction and the efficiency and effectiveness of programs and processes using surveys, questionnaires, and other data collection methods
• Identify and leverage existing data sources to evaluate business performance and operational effectiveness
• Size opportunities and develop business cases to support change initiatives and associated investments

Project and stakeholder management

• Lead increasingly complex non-technical projects and support adaptive programs operating in ambiguous environments
• Act as a trusted advisor to team members, stakeholders, and leadership
• Identify resource needs for projects and make recommendations regarding people, technology, partners, and other support requirements
• Establish and maintain stakeholder trust by effectively addressing concerns and advocating for long-term business interests
• Ensure business requirements are completed according to defined specifications and designs
• Develop project schedules, define timelines, prioritize tasks, and drive achievement of key milestones
• Keep stakeholders informed of progress, risks, and changes that may impact project delivery
• Proactively manage project risks through anticipation, mitigation planning, and ongoing monitoring
• Create, track, and report on project budgets when applicable
• Tailor communication style, content, and format to effectively engage different audiences

Business, technology, and industry understanding

• Develop awareness of industry trends, challenges, and emerging concepts relevant to advertising, technology, media, and travel
• Build a broad understanding of industry products, services, and their applications while evaluating associated opportunities and tradeoffs
• Help stakeholders explore and understand broader business challenges and opportunities
• Demonstrate understanding of complex information, including legal, operational risk, and regulatory considerations, and clearly communicate key takeaways
• Create clear, concise, and organized communication materials including policies, procedures, guidelines, presentations, and organizational communications
• Adapt messaging and delivery methods to meet the needs and understanding levels of different audiences while appropriately simplifying technical concepts

The total cash range for this position in Seattle is $110,500.00 to $155,000.00. Employees in this role have the potential to increase their pay up to $177,000.00, which is the top of the range, based on ongoing, demonstrated, and sustained performance in the role.

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.