Director, Business Development, Advertising

Role Overview

• Grow advertising revenue by delivering against quarterly and annual goals across a portfolio of Global and Key hotel partners
• Own senior-level relationships with strategic hotel partners, serving as a trusted advisor on advertising strategy, performance, and long-term growth opportunities
• Develop and execute partner-specific growth plans across HSL, Display, and off-platform solutions
• Identify opportunities to increase partner investment through broader product adoption, improved performance, and expansion into new solutions and markets
• Lead complex commercial conversations and negotiations with partners, aligning solutions to partner objectives and Expedia Group Advertising priorities
• Build joint business plans with key hotel partners and establish clear success metrics to measure impact
• Forecast revenue performance, manage pipeline health, and provide accurate business updates to senior leadership
• Use data and performance insights to identify trends, diagnose gaps, and unlock new growth opportunities across accounts
• Develop expertise in auction-based and performance-driven advertising models to optimize partner outcomes and revenue growth
• Partner closely with internal teams across sales, account management, analytics, marketing, finance, and product to ensure strong execution and a consistent partner experience
• Act as an internal advocate for hotel partners by sharing market feedback, customer needs, and product opportunities that inform roadmap and go-to-market priorities
• Support broader Expedia Group Advertising strategic priorities by helping expand advertiser adoption, improve partner experience, and grow off-platform advertising capabilities.

Requirements

• Significant experience in digital advertising, media sales, travel advertising, e-commerce, or strategic partner management
• Proven people management experience
• Demonstrated success owning and growing large, complex, revenue-generating partner relationships
• Deep understanding of hotel partners, travel distribution, or hospitality marketing landscapes
• Experience selling or managing performance marketing and brand advertising solutions, including sponsored listings, display media, and/or offsite media
• Strong commercial acumen with the ability to build account strategies, negotiate effectively, and drive measurable business outcomes
• Strong written and verbal communication skills, with the ability to engage confidently with senior external stakeholders and internal leaders
• Strong analytical capabilities and comfort using data, performance metrics, and business trends to inform decisions and recommendations
• Experience forecasting revenue, managing pipeline health, and evaluating account performance against goals
• Ability to work cross-functionally and influence across product, marketing, finance, analytics, and operations teams
• A proactive, solutions-oriented mindset with the ability to thrive in a fast-moving, evolving environment
• High attention to detail and strong operational discipline in managing multiple priorities and stakeholders
• Bachelor’s degree in a related field; advanced degree preferred.

Benefits

• exciting travel perks
• generous time-off
• parental leave
• flexible work model
• career development resources