Sales Operation Manager, Advertising

Expedia Group•Seattle, WA

11d•$110,500 - $155,000

About The Position

The Sales Operation Manager will improve how Expedia Group Advertising’s sales organization operates. This sales operations and business process role owns initiatives across lead and opportunity management, account planning, go-to-market processes, workflow automation, and reporting. The role uses Salesforce and data to identify obstacles to seller productivity, design improvements, and drive adoption, while influencing stakeholders and senior leaders and helping shape advertising sales operations strategy. It is not an ad operations or campaign management role, and it is not a quota-carrying sales role. The position is part of the Expedia Group Advertising Field Operations team, which supports business growth through scalable processes, effective systems, and operational excellence. The team partners with Sales, Marketing, Salesforce, Analytics, and Ad Operations to improve productivity, streamline workflows, and deliver data-driven solutions. The manager leads cross-functional projects and process improvements, assesses their effectiveness, supports change management and training, and advises stakeholders on operational solutions. The role also collaborates on sales planning, territory design, compensation, incentives, and sales enablement, while monitoring relevant industry trends for opportunities to innovate.

Requirements

Bachelor's degree, Master's degree, or equivalent professional experience.
With a Bachelor's degree, 5+ years of relevant experience in sales operations, revenue operations, GTM or business operations, or program management supporting a sales organization; with a Master's degree, 3+ years of relevant experience.
Advanced Salesforce expertise, including experience as a Salesforce power user or administrator.
Advanced Excel proficiency, working knowledge of SQL, and experience with AI-enabled data analysis tools.
Ability to influence and communicate with senior leaders and cross-functional stakeholders, including without direct authority.
Experience managing multiple complex programs simultaneously, with strong project documentation and organizational rigor.
Experience analyzing business processes, identifying improvements, and implementing scalable solutions.
Strong business acumen developed through close partnership with sales and marketing organizations.
Change management experience.
Ability to apply business strategy and customer needs to process, technology, and operational design decisions.
Ability to navigate ambiguity, solve complex problems, and drive measurable business outcomes.
Ability to understand complex information, including legal, operational risk, and regulatory considerations, and communicate key takeaways.
Excellent written and verbal communication tailored to different audiences, with attention to detail and strategic thinking.

Nice To Haves

Familiarity with technology, travel, advertising, media, or related industries.

Responsibilities

Design, implement, and optimize workflows and operational processes to improve sales productivity, efficiency, and effectiveness.
Lead initiatives involving lead management, opportunity workflows, account design, account planning, and go-to-market processes for new products and solutions.
Evaluate and implement automation, reporting, and data-driven tools that improve operational performance and decision-making.
Investigate business challenges, analyze data, and turn findings into actionable recommendations and business requirements.
Measure program and process-change effectiveness using data analysis, stakeholder feedback, and performance metrics.
Develop business cases and size opportunities to support investment in process improvements.
Lead complex cross-functional projects by building project plans, defining milestones, managing risks and budgets where applicable, and driving execution against business objectives.
Support change management and adoption by partnering with internal teams on training and enablement.
Create documentation, presentations, policies, and training resources.
Partner with Sales, Marketing, Salesforce, Analytics, and Ad Operations to gather requirements, identify business challenges, and develop scalable solutions.
Advise stakeholders and senior leaders, providing operational expertise and recommendations.
Collaborate with Field Operations partners on sales planning, territory design, compensation, incentives, and sales enablement.
Track advertising, technology, travel, and media trends to identify opportunities for process innovation.