Lead Business Development Manager, Advertising

• Build and manage a high-quality pipeline of direct advertisers and agency partners across North America
• Own the end-to-end business-development cycle, including 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 connecting advertiser objectives to Expedia Group audiences, inventory, creative capabilities, measurement, and traveler insights
• Create account and territory strategies for priority verticals, initially emphasizing 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 presentations, business cases, media plans, and executive-level recommendations
• Maintain opportunity, activity, forecast, and next-step data in Salesforce and related reporting tools
• Collaborate with Account Management and cross-functional partners on transition from closed business to activation and long-term growth
• Monitor market trends, competitive offerings, advertiser needs, and agency dynamics to identify growth opportunities
• Represent Expedia Group Advertising at industry events, client meetings, and executive forums
• Share customer feedback and market insight with Product, Marketing, Insights, and leadership teams
• Deliver against annual and quarterly revenue, bookings, and pipeline targets
• Grow qualified pipeline coverage and conversion through the sales funnel
• Establish new advertiser and agency relationships across priority verticals
• Maintain predictable forecasting, opportunity management, and Salesforce hygiene
• Support repeatable sales plays, market insights, and scalable go-to-market practices

• Significant experience in business development, digital advertising sales, media partnerships, ad technology, agency sales, or a closely related commercial role
• 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
• 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

Demonstrates expertise in business development and digital advertising sales, with a strong focus on building relationships and delivering integrated media solutions. Proven ability to exceed revenue targets and manage complex sales cycles while collaborating effectively across functions.

• Business Development
• Digital Advertising Sales
• Salesforce Management
• Negotiation Skills
• Integrated Media Solutions

• Digital Advertising
• Programmatic Advertising
• Audience Targeting
• Measurement Solutions
• Sales Cycle Management
• Revenue Forecasting
• Proposal Creation
• Market Analysis
• Consultative Selling
• Account Strategy

• Communication Skills
• Analytical Thinking
• Influencing Skills
• Collaboration
• Storytelling

• Financial Services
• E-Commerce
• Media Partnerships
• Travel Audiences
• Agency Sales
• Non-Endemic Advertisers
• Destination Marketing
• Loyalty Ecosystems
• Marketplace Businesses
• Ad Technology

• Salesforce
• Tableau
• Reporting Platforms