Senior Advertising Business Development Leader

Expedia, Inc.; Seattle, Northern (WA, KY); Hybrid; USD 200,000 - 280,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision coverage

Paid time off

Employee Assistance Program

Wellness and travel reimbursement

Travel discounts

IATAN membership

Job summary

Expedia Group Advertising is seeking a commercially minded Senior Business Development Manager to grow our North American advertiser and agency partnerships. You will own the end-to-end sales cycle, build trusted executive relationships, and develop integrated media solutions across display, sponsored listings, and audience products.

The ideal candidate combines consultative selling, strong executive presence, and disciplined pipeline management to deliver sustainable partner value.

Qualifications

• Significant experience in business development, digital advertising sales, media partnerships, ad technology, agency sales, or a closely related commercial role.
• 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.

Responsibilities

• Build and manage a high-quality pipeline of direct advertisers and agency partners across North America.
• Own the end-to-end business-development cycle: 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 that connect advertiser business objectives to Expedia Group audiences, inventory, creative capabilities, measurement, and traveler insights.
• Create account and territory strategies for priority verticals, with an initial emphasis on 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 persuasive presentations, business cases, media plans, and executive-level recommendations.
• Maintain accurate opportunity, activity, forecast, and next-step data in Salesforce and related reporting tools.
• Collaborate with Account Management and cross-functional partners to ensure a smooth transition from closed business to activation and long-term growth.
• Monitor market trends, competitive offerings, advertiser needs, and agency dynamics to identify new growth opportunities.
• Represent Expedia Group Advertising at relevant industry events, client meetings, and executive forums.
• Share customer feedback and market insight with Product, Marketing, Insights, and leadership teams to improve our offerings and go-to-market approach.

Skills

Business development

Digital advertising sales

Agency sales

Consultative selling

Executive presence

Pipeline management

CRM discipline

Negotiation

Presentation

Communication skills

Education

Bachelor’s degree or equivalent practical experience

Tools

Salesforce

Tableau

Job description

Expedia Group Advertising is seeking a commercially minded Senior Business Development Manager to grow our North American advertiser and agency partnerships. You will own the end-to-end sales cycle, build trusted executive relationships, and develop integrated media solutions across display, sponsored listings, and audience products.

The ideal candidate combines consultative selling, strong executive presence, and disciplined pipeline management to deliver sustainable partner value.