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Lead Business Development Manager, Expedia Group Advertising (EGA)

About the position

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. We create and deliver tailored marketing strategies for Expedia Group’s brands, focusing on establishing strong connections and cohesive experiences for travelers and partners. We leverage our functional expertise and creative excellence to build trust and loyalty for our brands through innovative marketing approaches and technology. We are looking for a Lead Business Development Manager to drive new business and grow strategic partner relationships within Expedia Group Advertising. In this role, you will own the full sales cycle from prospecting and opportunity development through proposal, negotiation, close, and renewal. This is a highly consultative, externally facing sales role for someone who is comfortable navigating complex organizations, identifying growth opportunities, and building trusted relationships with senior decision-makers. You will work cross-functionally with internal partners across sales, marketing, planning, insights, operations, and product teams to develop solutions that meet client goals and drive revenue growth.

Responsibilities

Own a portfolio of prospective and existing partners within an assigned territory, vertical, or account set
Build and advance a pipeline of new business opportunities through prospecting, networking, referrals, and market intelligence
Lead the end-to-end sales process, including discovery, solution development, proposal creation, commercial negotiation, closing, and renewal planning
Develop tailored advertising and partnership solutions aligned to customer objectives, market conditions, and business priorities
Build strong relationships with senior client stakeholders and influence decision-making within complex organizations
Partner with cross-functional teams to shape effective go-to-market strategies and deliver high-quality client solutions
Use customer, market, and revenue insights to prioritize opportunities and inform territory planning
Maintain accurate pipeline visibility, opportunity hygiene, and sales activity tracking in CRM and related tools
Meet or exceed revenue targets and contribute to broader team growth goals
Share expertise, coach peers informally, and help elevate sales excellence across the organization

Requirements

Experienced in business development, media sales, advertising sales, partnership sales, or consultative B2B selling
Skilled at managing complex opportunities and multi-stakeholder sales cycles
Strong communicator with the ability to present ideas clearly, influence effectively, and tailor messaging to different audiences
Commercially minded, analytically strong, and comfortable using data to build a business case and guide decisions
Effective at building trust with external partners and collaborating with internal stakeholders across functions
Organized and proactive, with strong follow-through and the ability to manage multiple priorities
Comfortable working in a fast-paced, evolving environment with ambitious revenue goals

Nice-to-haves

Bachelor’s degree or equivalent practical experience
Significant experience in business development, strategic sales, advertising, media, travel, or digital partnerships
Experience working with CRM tools such as Salesforce and sales collaboration tools such as Slack
Familiarity with media, marketing, audience, or platform-based solutions
Experience selling into enterprise or highly matrixed customer organizations

Benefits