Business Development Manager, Core OTA Acquisition – AMER

Expedia Group • Austin, TX

2d • $94,000 - $131,500

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. 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 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. We’re building a more open world. Join us. Business Development Manager, Core OTA Acquisition – AMER Introduction We connect travelers and partners through a global travel platform powered by data, technology, and a diverse portfolio of brands, which are all part of Expedia Group. By expanding high‑quality vacation rental supply in key markets, we unlock more ways for travelers to experience the world and for our partners to grow their businesses. Role Summary As a Business Development Manager, Core OTA Acquisition – AMER, you will own a strategic territory across the Americas, focusing on acquiring and scaling high‑value Vacation Rental inventory for Expedia’s rapidly growing global customer base. You will combine advanced sales skills, AI‑driven prospecting and insights, and strong communication in English (with Spanish as a preferred asset) to win, onboard, and grow professional Property Manager partners across the region. You will collaborate closely with Account Management, Connectivity/Channel teams, and key internal stakeholders to execute territory plans, deliver revenue targets, and shape our go‑to‑market strategy for AMER.

Requirements

• ~5+ years of experience in sales, business development, or market management in an e‑commerce, travel, SaaS, or marketplace environment, with a strong record of quota attainment.
• Proven success managing a full sales cycle for mid‑market to enterprise accounts, ideally with Property Managers or analogous B2B partners.
• Bachelor’s degree or equivalent professional experience.
• Fluent in English, with the ability to conduct discovery, negotiate, and present to senior stakeholders.
• Mastery of core sales techniques, including territory planning, pipeline management, accurate forecasting, cold/warm outreach, objection handling, and closing.
• Demonstrated ability to build tailored value propositions based on partner economics, traveler demand patterns, and competitive dynamics.
• Comfortable using AI tools (e.g., for research, drafting outreach, creating localized content, and summarizing large data sets) as a natural part of your workflow.
• Strong analytical skills and experience navigating CRM and reporting environments (e.g., Salesforce, Tableau, Excel) to inform decisions and actions.
• High‑impact, growth‑oriented teammate: intellectually curious, entrepreneurial, collaborative, and resilient in a fast‑paced, competitive environment.
• Driven, resourceful, and persistent with strong follow‑through and the ability to manage multiple priorities without losing momentum.

Nice To Haves

• Spanish language skills are strongly preferred, especially for engaging partners and stakeholders in Spanish‑speaking markets across AMER.

Responsibilities

• Own a territory strategy across the Americas
• Design and execute a territory plan to build and maintain a robust pipeline of high‑value Property Manager opportunities in priority AMER destinations.
• Use market, competitive, and demand data to prioritize segments, destinations, and partner profiles with the highest revenue potential.
• Drive end‑to-end new business acquisition
• Prospect, qualify, advance, and close net new Property Manager partners in a quota‑bearing environment.
• Execute high‑quality sales conversations, including discovery, value‑based pitching, objection handling, and closing, across phone, video, and in-person meetings.
• Lead commercial and contract negotiations with senior partner stakeholders.
• Leverage AI, data, and tools to scale impact
• Use AI-powered tools for lead scoring, list building, and contact enrichment to focus on the highest‑impact opportunities.
• Apply generative AI to draft, refine, and A/B test outreach in English (and Spanish where relevant), and to summarize complex performance data into partner‑ready insights.
• Use data visualization and reporting tools (e.g., Salesforce, Tableau, Excel) to track pipeline, forecast performance, and identify optimization opportunities.
• Orchestrate best‑in-class partner onboarding
• Introduce prospects to Expedia’s marketplace, clearly articulate our value proposition, and guide them through onboarding to “go‑live.”
• Ensure new partners are configured for success at launch, including content quality, pricing, and connectivity readiness, before hand‑off to Account Management.
• Collaborate across Expedia Group
• Partner with Connectivity/Channel and PMSC teams to unlock scalable acquisition plays and joint campaigns across AMER.
• Share field insights with Product, Marketing, and Analytics to influence roadmap and go‑to‑market decisions.
• Represent the acquisition team in regional and global forums and cross‑functional projects.
• Champion Expedia Group in market
• Represent Expedia Group at industry events, webinars, and partner meetings, driving awareness of our platform and solutions.
• Travel to priority markets (approximately 20–30%) for partner visits, events, and internal planning sessions as needed.

Benefits

• 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.
• Expedia Group is proud to offer a wide range of benefits to support employees and their families, including medical/dental/vision, paid time off, and an Employee Assistance Program.
• To fuel each employee’s passion for travel, we offer a wellness & travel reimbursement, travel discounts, and an International Airlines Travel Agent (IATAN) membership.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level