Sales Development Representative

Expedia Group•Austin, TX

3d•Hybrid

About The Position

The Sales Development Representative (SDR) at Expedia is a critical contributor to the success of our new business development sales teams. You will focus on identifying, qualifying, and progressing new business leads in high-demand destinations, then partnering closely with the Business Development Sales Team to transition qualified opportunities. You will build and maintain a healthy pipeline using a mix of lead list creation, data scraping, organic search, cold calling, and targeted email/phone outreach. Your work ensures our sales teams have a steady flow of qualified, high-value prospects to convert into long-term partners.

Requirements

0–2 years of professional experience, ideally in sales, business development, customer-facing, or target-driven roles (internships and part-time experience considered).
Bachelor’s degree or equivalent practical experience.
Proficiency in English (written and verbal).
Strong verbal and written communication skills; comfortable on the phone and in email.
Growing knowledge of sales techniques, prospecting, and qualifications.
Comfort working toward targets and metrics (calls, meetings, pipelines, conversion rates).
Ability to navigate and interpret analytical information to prioritize leads and opportunities.
Proficient in Microsoft Excel (sorting, filtering, basic formulas, managing prospect lists).
Experience using Salesforce or a similar CRM to manage leads, activities, and opportunities.

Nice To Haves

Spanish or Portuguese language skills are a plus.

Responsibilities

Build and maintain a robust pipeline of prospective partners in high-demand destinations.
Conduct structured outbound prospecting (phone, email, social, research) to generate new opportunities.
Schedule and coordinate introductory meetings with qualified prospects for the Business Development Sales Team.
Develop and test new ideas and tactics to improve lead quality, conversion rates, and coverage.
Qualify and document opportunities, then hand off cleanly and efficiently to the Business Development Manager with clear context and next steps.
Perform market and account research (organic search, data tools, list building) to identify high-potential properties and partners.
Collect and maintain accurate data in Salesforce and spreadsheets to support business decisions.
Surface and document business cases that highlight partner value and support change or expansion.
Build a working understanding of key decision-makers, stakeholder roles, and buying processes.
Research and stay current on the customer’s industry, local market dynamics, and competitive landscape.
Develop a strong grasp of Expedia’s value proposition, products, and services, along with relevant competitor offerings.
Clearly articulate why Expedia to prospective partners in simple, compelling language.
Build a network of internal and external relationships to support lead generation and deal progression.
Partner closely with Business Development Managers and other sales team members, seeking guidance when needed.
Learn and apply our sales methodology, including how to: Qualify property managers and identify decision-makers, Identify and prioritize sales opportunities, Support creation of account and territory plans, Participate in customer/prospect meetings to uncover needs and help shape value propositions and next steps.