Sr. Manager, Commercial Incentives & Revenue Operations

Expedia Group; Madrid; On-site; EUR 70,000 - 98,000; Full time

Benefits offered by this job

Medical coverage

Dental coverage

Vision coverage

Paid time off

Employee Assistance Program

Wellness programs

Travel reimbursement

Travel discounts

IATAN membership

Job summary

Expedia Group is seeking a Senior Manager, Sales Incentives in Madrid to own VIP plan design, impact modeling, and governance from recommendation through delivery. You will partner with Finance, HR Compensation, and Legal to secure funding and steer committee approvals.

The role drives the Sales Operating Model, incentive strategy, and performance governance across regions, using data and AI to simplify reporting and accelerate decisions.

Qualifications

• Bachelor’s degree in Business, Finance, or related field; Travel or B2B SaaS experience preferred.

Responsibilities

• Own VIP (Variable Incentive Plan) design, impact modeling, and governance from recommendation through delivery.
• Own VIP employee-level impact modeling and related financial impact estimates with Finance.
• Act as Sales Incentives SME building consensus with HR Compensation, HRBP and Finance for Steering Committee materials.
• Serve as trusted advisor to Sales Leadership on incentive strategy, commercial structure, and execution rhythm.
• Own communications through ERB intake and VIP documentation in Workday.
• Coordinate with Legal, Local Geo/Works Council, Finance, and Employee Communications for VIP implementation.
• Lead overall VIP communication plan to senior leadership and wider organisation.
• Lead evolution of Sales Operating Model with Sales Leaders and HR.
• Lead initiative to drive cross-functional programs and track KPIs with data/aI.
• Mobilize senior stakeholders across departments and simplify reporting.
• Ensure blueprint adoption across regions and onboarding processes.

Skills

Program management

Incentive design

Governance processes

Sales leadership

AI/data literacy

Cross-functional collaboration

Senior stakeholder communication

Business acumen

Education

Bachelor’s degree in Business/Finance or related field

Tools

None

Job description

What you’ll do

Own VIP (Variable Incentive Plan)Plan Design, Impact Modeling & Governance

• Own end-to-end Variable Incentive Plans (VIP) & SPIFF program management, from recommendation through delivery, including new plans and exceptions.
• Own Variable Incentive Plans (VIP) employee-level impact modeling — and the related financial impact estimates (annual cost), partnering with Finance to assess impact and secure funding approval.
• Act as Sales Incentives subject matter expert building consensus with HR Compensation, HRBP and Finance ahead of Steering Committee review, and own preparation of Steering Committee approval materials (why, what, when, who, financial and employee impact).
• Serve as a trusted advisor to Sales Leadership on incentive strategy, commercial structure, and execution rhythm.
• Own submission of materials through the Geo Employee Representative Body (ERB) intake process, partnering with Geo on inform and consult requirements.
• Own creation, maintenance, and issuance of VIP documentation (plan documents, T&Cs) and VIP setup in Workday (eligibility rules, employee VIP assignment).
• Coordinate directly with Legal, Local Geo/Works Council teams, Finance, and Employee Communications as needed for VIP plan implementation.
• Own the overall communication plan for VIP and commercial program changes. Communicate program vision and impact to senior leadership and wider organisation with clarity and confidence.

Own and Evolve the Sales Operating Model

• Lead and partner with Sales Leaders and HR to define the evolution of the Sales Blueprint and Operating Framework, defining roles, competencies, KPIs, and actions that underpin sales excellence.
• Lead the ongoing refinement, adoption, and execution of partner Tier Segmentation, ensuring clear differentiation of priorities, resourcing, and commercial approach, and driving consistent application across sales teams.
• Drive adoption of the blueprint and sales frameworks across regions, embedding them into onboarding, coaching, and performance management.
• Act as the connector between strategy and execution, ensuring sales excellence and VIP design are lived consistently across teams and regions.

Lead Strategic Sales Excellence Initiatives

• Identify and lead complex, cross-functional programs that enhance sales performance and scalability, defining scope, governance, milestones, and success metrics.
• Mobilize and influence senior stakeholders across Sales, Product, Legal, Finance, HR, and Commercial Operations.
• Use data and AI to define KPIs, track sales excellence and VIP program effectiveness, and identify opportunities to simplify reporting and speed up decisions.

Who you are

• Strong program management and execution skills.
• Experience on incentive plan design and employee impact modeling desired.
• Experience navigating formal governance processes for any employee related changes.
• Strong track record leading sales excellence, enablement, or commercial strategy programs at scale.
• Comfortable operating at Senior Manager level: representing the function to senior stakeholders (VP+) with autonomy and minimal oversight.
• AI-savvy and data-literate; confident using AI tools and data to shape design decisions, not just report on them.
• Skilled at navigating cross-functional ambiguity across Sales, HR/Compensation, Legal, Finance, and Comms, particularly given the shifting ownership boundaries with HR Compensation.
• Bachelor’s degree in Business, Finance, or related field; Travel or B2B SaaS experience preferred.

The total cash range for this position in Madrid is €70,000.00 to €98,000.00. Employees in this role have the potential to increase their pay up to €112,000.00, which is the top of the range, based on ongoing, demonstrated, and sustained performance in the role.

Starting pay for this role will vary based on multiple factors, including location, available budget, and an individual’s knowledge, skills, and experience. Pay ranges may be modified in the future.

Benefits and perks

Expedia Group offers benefits and perks designed to support employees and their families, including medical, dental, and vision coverage, paid time off, an Employee Assistance Program, wellness and travel reimbursement, travel discounts, and International Airlines Travel Agent Network (IATAN) membership. Learn more about life at Expedia Group at https://careers.expediagroup.com/life.

You can find the benefits for this location and any collective agreement that may apply here.

Accommodation requests

Expedia Group is committed to providing an inclusive and accessible recruiting experience. If you need an accommodation or adjustment due to a disability during the application or recruiting process, please submit a request at https://expedia.service-now.com/askeg?id=job_accommodation.

About Expedia Group

Expedia Group includes three flagship consumer brands - Expedia, Hotels.com, and Vrbo - along with a leading B2B travel business and travel advertising offerings. Across our brands and business, we help travelers explore the world with confidence and ease.

Important notice

Employment opportunities and job offers at Expedia Group will always come from Expedia Group’s Talent Acquisition and hiring teams. Never share sensitive personal information unless you are confident of the recipient. Expedia Group does not extend job offers via email or messaging tools to individuals with whom we have not made prior contact. Our email domain is @expediagroup.com. The official place to find and apply for roles is https://careers.expediagroup.com/jobs/.

Equal Opportunity

Expedia is committed to creating an inclusive work environment with a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, religion, gender, sexual orientation, national origin, disability or age.