Lead Business Development Manager, Advertising

Expedia Group•New York, NY

5d•$216,000 - $302,500

About The Position

Expedia Group is seeking a commercially minded Senior Business Development Manager to grow its North American advertising business. The role identifies and develops advertiser and agency relationships, manages complex sales cycles from prospecting through close, and expands strategic partnerships across travel and non-travel industries. The successful candidate combines consultative selling, executive presence, disciplined pipeline management, and digital advertising expertise to translate advertiser objectives into media solutions and deliver lasting partner value. The role works closely with Marketing, Product, Operations, Insights and Planning, Legal, Finance, and Account Management. Success includes meeting revenue, bookings, and pipeline targets; developing qualified opportunities and new relationships in priority verticals; maintaining reliable forecasts and CRM records; building strong executive-level client relationships; and supporting effective cross-functional execution through launch and handoff. The position is based in New York for the stated compensation range. Starting pay varies based on location, budget, and individual knowledge, skills, and experience. The role includes periodic travel for client meetings, industry events, and team collaboration.

Requirements

Significant experience in business development, digital advertising sales, media partnerships, ad technology, agency sales, or a closely related commercial role.
Demonstrated record of exceeding revenue or pipeline goals in a complex, consultative sales environment.
Experience managing multi-stakeholder sales cycles with senior client and agency decision-makers.
Strong knowledge of digital advertising, including programmatic, display, sponsored media, audience targeting, measurement, or related solutions.
Excellent discovery, storytelling, negotiation, presentation, and written communication skills.
Ability to turn ambiguous customer needs into clear commercial strategies and actionable proposals.
Strong business judgment, analytical thinking, and comfort working with performance data.
Ability to influence without authority and collaborate effectively across functions.
Strong organization, follow-through, accountability, and CRM discipline.
Willingness to travel periodically for client meetings, industry events, and team collaboration.

Nice To Haves

Experience selling to financial-services, fintech, insurtech, retail, technology, travel, or other non-endemic advertisers.
Existing relationships with major brands, media agencies, holding companies, or agency trading desks.
Experience selling multi-channel or integrated media solutions.
Familiarity with travel audiences, destination marketing, loyalty ecosystems, or marketplace businesses.
Experience working with Salesforce, Tableau, or comparable sales and reporting platforms.
Bachelor’s degree or equivalent practical experience.

Responsibilities

Build and manage a high-quality pipeline of direct advertisers and agency partners across North America.
Own the end-to-end business-development cycle, including territory planning, prospecting, discovery, solution development, proposal creation, negotiation, closing, and handoff.
Develop trusted relationships with senior stakeholders across marketing, media, e-commerce, partnerships, and finance organizations.
Lead consultative conversations connecting advertiser objectives to Expedia Group audiences, inventory, creative capabilities, measurement, and traveler insights.
Create account and territory strategies for priority verticals, initially emphasizing financial services and other non-endemic advertisers.
Work with internal specialists to develop integrated media proposals across display, sponsored listings, audience solutions, and related advertising products.
Prepare and deliver presentations, business cases, media plans, and executive-level recommendations.
Maintain accurate opportunity, activity, forecast, and next-step data in Salesforce and related reporting tools.
Collaborate with Account Management and cross-functional partners to ensure a smooth transition from closed business to activation and long-term growth.
Monitor market trends, competitive offerings, advertiser needs, and agency dynamics to identify growth opportunities.
Represent Expedia Group Advertising at industry events, client meetings, and executive forums.
Share customer feedback and market insight with Product, Marketing, Insights, and leadership teams to improve offerings and go-to-market approaches.