Lead Business Development Manager, Advertising

Jobtailor

New York (NY)

On-site

USD 150,000 - 210,000

Full time

3 days ago

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Job summary

Expedia Group Advertising is seeking a senior business-development leader to build and manage a high-quality pipeline of direct advertisers and agency partners across North America. You will own the full sales cycle from territory planning to handoff, developing trusted relationships with senior stakeholders across marketing, media, e-commerce, partnerships, and finance.

You will lead consultative conversations linking advertiser objectives to Expedia audiences, inventory, and insights, creating

Qualifications

Significant experience in business development, digital advertising sales, media partnerships, ad technology, agency sales, or related role.
Demonstrated record of exceeding revenue or pipeline goals in a complex, consultative environment.
Experience managing multi-stakeholder sales cycles with senior client/agency decision-makers.
Strong knowledge of digital advertising including programmatic, display, audience targeting, measurement, or related solutions.
Excellent discovery, storytelling, negotiation, presentation, and written communication skills.

Responsibilities

Build and manage a pipeline of direct advertisers and agency partners across North America.
Own end-to-end business-development cycle including territory planning, prospecting, discovery, solution development, proposal creation, negotiation, close, and handoff.
Develop trusted relationships with senior stakeholders across marketing, media, e-commerce, partnerships, and finance.
Lead consultative conversations connecting advertiser objectives to audiences, inventory, capabilities, measurement, and insights.
Create account and territory strategies for priority verticals, emphasizing financial services and other non-endemic advertisers.

Skills

Business development

Digital advertising sales

Sales cycle management

Negotiation

Storytelling

Education

Bachelor’s degree or equivalent practical experience

Tools

Salesforce

Tableau

Job description

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, close, 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
Partner 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 opportunity, activity, forecast, and next-step data in Salesforce and related reporting tools
Collaborate with Account Management and cross-functional partners on 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
Deliver against annual and quarterly revenue, bookings, and pipeline targets
Grow qualified pipeline coverage and conversion through the sales funnel
Establish new advertiser and agency relationships across priority verticals
Maintain predictable forecasting, opportunity management, and Salesforce hygiene
Support repeatable sales plays, market insights, and scalable go-to-market practices

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
Demonstrated ability to influence without authority and collaborate effectively across functions
High standards for organization, follow-through, accountability, and CRM discipline
Willingness to travel periodically for client meetings, industry events, and team collaboration
Experience selling to financial-services, fintech, insurance tech, 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

Core Competencies

Demonstrates expertise in business development and digital advertising sales, with a strong focus on building relationships and delivering integrated media solutions. Proven ability to exceed revenue targets and manage complex sales cycles while collaborating effectively across functions.

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