Business Development Manager, Advertising

Why Join Us?

To shape the future of travel, people must come first. Guided by our values and leadership agreements, we foster an open culture where everyone belongs, differences are celebrated, and we know that when one of us wins, we all win.

We provide a full benefits package, including exciting travel perks, generous time‑off, parental leave, a flexible work model (with some pretty cool offices), and career development resources, all to fuel our employees’ passion for travel and ensure a rewarding career journey.

Experience

• 2+ years of experience for a Bachelor’s degree
• 0‑2 years of experience for a Master’s degree

Education

• Bachelor’s or Master’s or equivalent experience

Functional/Technical Skills

• Fluency in English (German highly desirable)
• Effective communicator
• Proficient in sales techniques
• Portfolio management, relationship account management, upselling, and cross‑selling

Role Expectations

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, sponsorships) and how to activate these formats to reach high‑intent travelers.

Business Strategy & Account Management

• 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.

Sales Negotiation & Pipeline Development

• 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.

Partner Campaign Launch & Internal Collaboration

• 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.

Commercial Results & Performance

• 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.

Customer Focus

• 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.

Experience and Qualifications

• 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 social media landscape.
• Ability to effectively pitch and influence stakeholders at senior management, as well as owners and operators of local SMBs.
• Experience crafting data‑driven, full‑funnel display strategies, including audience targeting, creative, measurement, and optimization.
• Proven ability in consultative selling, translating partner needs into tailored solutions that drive measurable outcomes.
• Demonstrated ability to analyze partner performance, identify optimization levers, and maximize revenue and ROI for both partners and Expedia Group.
• Someone who thrives in a fast‑paced environment, embraces a growth mindset, and is comfortable working with ambiguity and change.
• Travel is required (valid passport required).

The total cash range (inclusive of base salary and variable incentive target) for this position in Prague is Kč1,038,500.00 to Kč1,454,000.00. Employees in this role have the potential to increase their pay up to Kč1,661,500.00, 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.

The total cash range (inclusive of base salary and variable incentive target) for this position in Madrid is €46,000.00 to €64,500.00. Employees in this role have the potential to increase their pay up to €73,500.00, 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.

Accommodation requests

If you need assistance with any part of the application or recruiting process due to a disability, or other physical or mental health conditions, please reach out to our Recruiting Accommodations Team through the Accommodation Request.

Expedia is committed to creating an inclusive work environment with a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, religion, gender, sexual orientation, national origin, disability or age.