Business Development, Director

Expedia•Miami, FL

12d•Hybrid

About The Position

Expedia Group B2B connects partners across the travel industry to our technology, supply, and services, helping them deliver seamless travel experiences to their customers. From airlines and hotels to financial institutions and travel platforms, we power smarter, faster, and more impactful travel solutions through one of the most connected marketplaces in the world. This role sits within Expedia Group's B2B division and is responsible for winning new business, growing strategic accounts, and leading complex commercial opportunities across local, regional, or global markets. You will partner with customers and cross-functional teams to shape market strategy, develop tailored solutions, and drive revenue growth through consultative selling, negotiation, and long-term planning. In this role, you will drive high-value commercial outcomes by building a strong pipeline, leading complex negotiations, and identifying opportunities to expand Expedia Group's impact with strategic customers. You will use market insight, analytical rigor, and commercial judgment to create sustainable growth and deliver value for customers and the business.

Requirements

Bachelor's or master's degree in business, hospitality, technology, or a related field, or equivalent professional experience
8+ years of relevant experience with a bachelor's degree, or 6+ years with a master's degree, in sales, business development, strategic account management, or partner-facing commercial roles
Proven success negotiating, contracting, and launching API or white-label partnerships end to end while exceeding annual financial targets
Strong communication skills with the ability to influence senior stakeholders and build credibility with decision-makers
Deep experience in consultative sales, complex negotiations, multi-year agreements, and strategic account planning
Strong analytical and commercial judgment, with the ability to build business cases and identify sustainable growth opportunities
Self-starter who can simplify complexity, work independently, and deliver results
Growth mindset with a track record of seeking and applying feedback
Fluent in English

Nice To Haves

Experience working with airlines, cruise lines, hotel chains, or similar travel partners a plus
Portuguese and/or Spanish are a plus where relevant to the market

Responsibilities

Acquire new enterprise white-label and API partnerships, with a focus on airlines, cruise lines, suppliers, and other high-value prospects
Build and manage a pipeline of complex opportunities to achieve annual revenue, profit, and launch goals
Lead end-to-end deal execution, including prospecting, solution development, pricing, negotiation, contracting, and closing
Partner with legal and internal stakeholders to shape contract terms, resolve complex business issues, and support customer-specific solutions
Develop account and territory plans based on traveler needs, market trends, and competitive insights
Build strong relationships with senior decision-makers and develop a deep understanding of customer strategies, offerings, goals, and challenges
Present compelling proposals and business cases that influence internal leaders and external partners
Use financial and market analysis to evaluate opportunities, prioritize investments, and drive profitable growth
Mentor peers and lead cross-functional collaboration in a matrixed environment
Maintain strong knowledge of Expedia Group products, partner economics, and competitor offerings