Business Development Manager, Advertising

Expedia•Chicago, IL

About The Position

The Business Development Manager will drive new business and grow strategic partner relationships within Expedia Group Advertising. This consultative, externally facing sales role owns the full sales cycle, from prospecting and opportunity development through proposals, negotiations, closing, and renewals. The position involves navigating complex organizations, identifying growth opportunities, and building trusted relationships with senior decision-makers. The role works cross-functionally with sales, marketing, planning, insights, operations, and product teams to develop advertising and partnership solutions that meet client goals and drive revenue growth. The manager owns a portfolio of prospective and existing partners in an assigned territory, vertical, or account set, and uses customer, market, and revenue insights to prioritize opportunities and inform territory planning. The position also contributes to team growth and sales excellence by sharing expertise and informally coaching peers.

Requirements

At least 5 years of relevant experience.
Experience in business development, media sales, advertising sales, partnership sales, or consultative B2B selling.
Skill in managing complex opportunities and multi-stakeholder sales cycles.
Strong communication skills, including the ability to present ideas clearly, influence effectively, and tailor messaging to different audiences.
Commercial mindset, analytical strength, and comfort using data to build business cases and guide decisions.
Ability to build trust with external partners and collaborate with internal stakeholders across functions.
Organization, proactivity, strong follow-through, and ability to manage multiple priorities.
Comfort 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 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.

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 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 with customer objectives, market conditions, and business priorities.
Build relationships with senior client stakeholders and influence decision-making within complex organizations.
Partner with cross-functional teams to shape 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.