Business Development Manager, Advertising

Consultative Sales & Display Strategy

• Drive and execute display advertising strategies for lodging and SMB partners to grow Expedia Group Advertising revenue in your territory.
• Identify key growth opportunities in the Lodging and local SMB segments and position Expedia Group as the advertising partner of choice for display media.
• Represent the partner’s advertising strategy and objectives internally, translating their goals into display campaigns that meet and exceed performance targets (e.g., awareness, consideration, and bookings).
• Educate partners on Expedia Group’s display portfolio (e.g., standard display, native, video, sponsor ships) and how to activate these formats to reach high‑intent travelers.

• Create, define, and implement account strategies to optimize each partner relationship on a local, regional, or global basis.
• Manage day‑to‑day partner interactions, including regular commercial updates, performance reviews, and planning conversations.
• Identify and manage marketing and promotional opportunities aligned to seasonal demand, events, and partner objectives.
• Ensure fulfillment of all contractual obligations while continually seeking ways to grow the value of the partnership.

• Own and lead the end‑to‑end display sales process: prospecting, sourcing, qualifying, pitching, negotiating, and closing new business with lodging partners and local SMBs.
• Provide customers with a consultative sales experience, building and enhancing long‑term strategic relationships through up‑selling, cross‑selling, and renewals.
• Navigate senior‑level stakeholders and decision‑makers, understanding organizational dynamics to drive positive outcomes.
• Build and maintain a healthy pipeline of opportunities, with weekly/monthly/quarterly reviews to ensure the pipeline is productive and yields profitable partnerships.

• Lead key aspects of the launch and ongoing management of display campaigns, ensuring flawless execution and optimization.
• Partner with internal teams (including supply teams, marketing, operations, billing, product, and media planners) to ensure campaigns are delivered on time, on budget, and to specification.
• Monitor campaign performance with a focus on ROI, viewability, audience quality, and conversion metrics, making recommendations to improve results over time.
• Champion partner and market feedback internally to influence display product enhancements and new solutions.

• Drive accountability for revenue and performance results across your book of business.
• Define and deliver continuous improvement in revenue contribution to Expedia Group Advertising through insightful measurement and ROI analysis of new and existing partnerships.
• Consistently meet or exceed quarterly revenue goals as set by sales leadership.

• Proactively build and maintain strong, trust‑based relationships with lodging and SMB partners, acting as a trusted advisor on digital and display advertising.
• Accurately forecast media revenue for your territory, leveraging Expedia Group market research, industry insights, and partner engagement.
• Collaborate across internal functions to optimize display opportunities, including:
  • with product teams on new display offerings and capabilities
  • Partnering with Marketing, Media Planning, Lodging, and Partner Services teams to maximize partner value
• Evangelize Expedia Group Advertising internally and externally, helping supply and partner teams understand and communicate the value of our display solutions.

• Minimum 5 years of sales experience in digital advertising, with a strong focus on media or display sales; travel industry experience is a plus.
• Bachelor’s or Master’s degree in a related field, or equivalent related professional experience.
• Demonstrated success in media sales (ideally display and/or programmatic), with a proven track record of meeting or exceeding revenue targets.
• Strong understanding of the travel and lodging ecosystem (e.g., hotel chains, independents, DMOs, and/or attractions) and the broader digital and…