Lead Business Development Manager, Expedia Group Advertising (EGA)

Expedia Group; West Hollywood (CA); Hybrid; USD 200,000 - 320,000; Full time

Benefits offered by this job

Medical/Dental/Vision coverage

Travel discounts

Paid time off

Employee Assistance Program

Wellness and travel reimbursement

Job summary

Expedia Group Advertising (EGA) seeks a Lead Business Development Manager to drive new business and develop strategic partner relationships. You will own the full sales cycle from prospecting through renewal, collaborating with cross-functional teams to craft tailored advertising solutions and deliver client value.

This role is externally facing, requiring strong communication, complex opportunity management, and the ability to influence senior decision-makers in a fast-paced, growth-focused

Qualifications

• Experienced in business development, media sales, advertising sales, partnership sales, or consultative B2B selling.
• Skilled at managing complex opportunities and multi-stakeholder sales cycles.
• Strong communicator with the ability to present ideas clearly, influence effectively, and tailor messaging to different audiences.
• Commercially minded, analytically strong, and comfortable using data to build a business case and guide decisions.
• Effective at building trust with external partners and collaborating with internal stakeholders across functions.
• Organized and proactive, with strong follow-through and the ability to manage multiple priorities.
• Comfortable working in a fast-paced, evolving environment with ambitious revenue goals.

Responsibilities

• Own a portfolio of prospective and existing partners within an assigned territory, vertical, or account set.
• Build and advance a pipeline of new business opportunities through prospecting, networking, referrals, and market intelligence.
• Lead the end-to-end sales process, including discovery, solution development, proposal creation, commercial negotiation, closing, and renewal planning.
• Develop tailored advertising and partnership solutions aligned to customer objectives, market conditions, and business priorities.
• Build strong relationships with senior client stakeholders and influence decision-making within complex organizations.
• Partner with cross-functional teams to shape effective go-to-market strategies and deliver high-quality client solutions.
• Use customer, market, and revenue insights to prioritize opportunities and inform territory planning.
• Maintain accurate pipeline visibility, opportunity hygiene, and sales activity tracking in CRM and related tools.
• Meet or exceed revenue targets and contribute to broader team growth goals.
• Share expertise, coach peers informally, and help elevate sales excellence across the organization.

Skills

Business development

Advertising sales

Partnership sales

Consultative selling

Education

Bachelor's degree or equivalent

Tools

Salesforce

Slack

Job description

Expedia Group brands power global travel for everyone, everywhere. We design cutting-edge tech to make travel smoother and more memorable, and we create groundbreaking solutions for our partners. Our diverse, vibrant, and welcoming community is essential in driving our success.

Why Join Us?

To shape the future of travel, people must come first. Guided by our Values and Leadership Agreements, we foster an open culture where everyone belongs, differences are celebrated and know that when one of us wins, we all win.

We provide a full benefits package, including exciting travel perks, generous time-off, parental leave, a flexible work model (with some pretty cool offices), and career development resources, all to fuel our employees' passion for travel and ensure a rewarding career journey. We’re building a more open world. Join us.

Lead Business Development Manager, Expedia Group Advertising (EGA)

We create and deliver tailored marketing strategies for Expedia Group’s brands, focusing on establishing strong connections and cohesive experiences for travelers and partners. We leverage our functional expertise and creative excellence to build trust and loyalty for our brands through innovative marketing approaches and technology.

We are looking for a Lead Business Development Manager to drive new business and grow strategic partner relationships within Expedia Group Advertising. In this role, you will own the full sales cycle from prospecting and opportunity development through proposal, negotiation, close, and renewal.

This is a highly consultative, externally facing sales role for someone who is comfortable navigating complex organizations, identifying growth opportunities, and building trusted relationships with senior decision-makers. You will work cross-functionally with internal partners across sales, marketing, planning, insights, operations, and product teams to develop solutions that meet client goals and drive revenue growth.

In This Role, You Will

• Own a portfolio of prospective and existing partners within an assigned territory, vertical, or account set
• Build and advance a pipeline of new business opportunities through prospecting, networking, referrals, and market intelligence
• Lead the end-to-end sales process, including discovery, solution development, proposal creation, commercial negotiation, closing, and renewal planning
• Develop tailored advertising and partnership solutions aligned to customer objectives, market conditions, and business priorities
• Build strong relationships with senior client stakeholders and influence decision-making within complex organizations
• Partner with cross-functional teams to shape effective go-to-market strategies and deliver high-quality client solutions
• Use customer, market, and revenue insights to prioritize opportunities and inform territory planning
• Maintain accurate pipeline visibility, opportunity hygiene, and sales activity tracking in CRM and related tools
• Meet or exceed revenue targets and contribute to broader team growth goals
• Share expertise, coach peers informally, and help elevate sales excellence across the organization

Experience & Qualifications

• Experienced in business development, media sales, advertising sales, partnership sales, or consultative B2B selling
• Skilled at managing complex opportunities and multi-stakeholder sales cycles
• Strong communicator with the ability to present ideas clearly, influence effectively, and tailor messaging to different audiences
• Commercially minded, analytically strong, and comfortable using data to build a business case and guide decisions
• Effective at building trust with external partners and collaborating with internal stakeholders across functions
• Organized and proactive, with strong follow-through and the ability to manage multiple priorities
• Comfortable working in a fast-paced, evolving environment with ambitious revenue goals

Preferred Qualifications

• Bachelor’s degree or equivalent practical experience
• Significant experience in business development, strategic sales, advertising, media, travel, or digital partnerships
• Experience working with CRM tools such as Salesforce and sales collaboration tools such as Slack
• Familiarity with media, marketing, audience, or platform-based solutions
• Experience selling into enterprise or highly matrixed customer organizations

The total cash range (inclusive of base salary and variable incentive target) for this position in San Diego is $200,000.00 to $280,000.00. Employees in this role have the potential to increase their pay up to $320,000.00, based on ongoing, demonstrated, and sustained performance in the role. Incentive plan performance above target will also earn more than the incentive target compensation amount.

The total cash range (inclusive of base salary and variable incentive target) for this position in Beverly Hills is $200,000.00 to $280,000.00. Employees in this role have the potential to increase their pay up to $320,000.00, based on ongoing, demonstrated, and sustained performance in the role. Incentive plan performance above target will also earn more than the incentive target compensation amount.

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.

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, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other characteristic protected by law. This employer participates in E-Verify. The employer will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS) with information from each new employee's I-9 to confirm work authorization.