Senior Manager, Merchandising and Customer Growth

11105 Expedia, Inc.; Austin (TX); On-site; USD 155,000 - 217,000; Full time

Benefits offered by this job

Medical

Dental

Vision

Paid time off

Employee Assistance Program

Wellness and travel reimbursement

Travel discounts

IATAN membership

Job summary

Expedia Group is seeking a Senior Manager, Merchandising and Customer Growth to lead North America merchandising across Brand Expedia and Portfolio brands. You will own the roadmap, drive cross-sell and upsell strategies, and shape app merchandising while coordinating with Product, Design, Marketing, Analytics, and Engineering.

You will build a test-and-learn engine, manage timely promotions, and measure performance to optimize customer growth.

Qualifications

• Bachelor’s degree in Marketing, Business Management, or a related field.
• 8+ years of experience in B2C ecommerce, digital merchandising, loyalty or brand marketing, retail management, or a related field.
• Experience leading merchandising across North America, multiple brands, lines of business, or customer segments.
• Demonstrated experience developing and optimizing attach, cross-sell, upsell, or other customer growth strategies.
• Experience building app merchandising strategies and partnering with Product, Design, Engineering, and Analytics teams to deliver customer-facing experiences.
• Experience with A/B testing frameworks, experimentation design, traffic data sources, and performance measurement.
• Strong project or program management skills, with the ability to manage multiple priorities and deliver through ambiguity in a fast-paced B2C environment.
• Proven ability to influence and align stakeholders across multiple subject areas, prioritize opportunities, and mitigate risks.
• Strong analytical and business acumen, with the ability to turn customer and performance data into clear recommendations and action.
• Excellent communication skills, with the ability to communicate effectively, concisely, and in a way that is tailored to the audience, including senior leaders.
• Resilient and constructive when faced with change; able to shift approaches in response to unexpected events and circumstances.

Responsibilities

• Lead North America merchandising strategy: Own the North America merchandising roadmap and calendar across Brand Expedia and our Portfolio brands, aligning priorities across customer touch points.
• Drive merchandising attach strategy: Define and execute strategies that increase relevant cross-sell and upsell opportunities across the traveler journey, partnering with Product, Marketing, Analytics, and Supply, to improve customer value and business growth.
• Shape app merchandising strategy: Establish the merchandising strategy for app experiences, including surface prioritization, placement strategy, personalization opportunities, and coordination with Marketing, Product, Design, and Engineering.
• Build a test-and-learn engine: Partner with Product and Analytics to develop a consistent experimentation cadence across web and app merchandising touchpoints; formulate hypotheses, prioritize tests, evaluate results, and translate learnings into scalable improvements.
• Lead merchandising execution: Coordinate the timely delivery of merchandising initiatives and promotions across Marketing, Product, Supply, Legal, and Finance, ensuring clear ownership, dependencies, and escalation paths.
• Measure performance and optimize: Analyze performance, incrementality, customer engagement, conversion, and attach results; lead campaign and merchandising retrospectives and recommend optimization actions to improve future delivery.
• Create cross‑functional alignment: Bring structure and clarity to complex initiatives, communicate decisions and tradeoffs, and maintain a shared view of priorities, risks, and progress for senior stakeholders.
• Stay close to the market: Monitor travel category trends, competitive experiences, and best‑in‑class ecommerce merchandising to identify opportunities for Brand Expedia and our Portfolio brands.

Skills

Merchandising strategy

A/B testing

Cross-functional partnership

Data-driven decision making

Project management

Executive communication

Stakeholder alignment

Education

Bachelor’s degree in Marketing/Business

MBA preferred

Job description

At Expedia Group, we help travelers explore the world, one journey at a time. As a global travel company powered by passionate people, trusted partnerships, and leading technology, we connect travelers, partners, and advertisers through our consumer brands, B2B network, and travel advertising business. Here, you'll do meaningful work that helps millions of people discover, book, and experience travel with more ease, confidence, and joy. Our five Behaviors-Traveler First, Think Big, Operate with Excellence, Ownership Mindset, and Succeed Together-help foster a supportive environment where people can grow their careers and have the flexibility, benefits, and support to do their best work. Join us and build for travelers everywhere.

Senior Manager, Merchandising and Customer Growth

Introduction to the Team

Expedia Group’s consumer business has three flagship brands: Expedia® is the one-stop shop for travel, with a mission of helping travelers get the most out of every trip they take by providing everything they need all in one place, and feel supported every step of the way. Hotels.com® is the hotels expert that is all about giving travelers more of what they want — whether that’s instant savings, flexible options, or rewards they can actually use. Vrbo® is the trusted vacation rental brand perfecting stays before they happen by helping travelers find their perfect fit, ensuring quality homes and hosts, and providing trusted support. These teams set the strategic vision, operating plans, and investment priorities to create compelling and distinct traveler value and drive business growth. The team is responsible for effectively partnering with cross-functional teams in Marketing, Product, Technology, Supply, Advertising, Servicing, and Corporate Functions to deliver the best traveler and business outcomes.

Make an impact!

Are you passionate about bringing brand strategies to life and creating seamless, relevant experiences for travelers? Are you energized by using merchandising, experimentation, and cross-functional partnership to drive customer growth? We are looking for a Senior Manager, Merchandising and Customer Growth to lead North America merchandising strategy across Brand Expedia and our Portfolio brands, with a focus on merchandising attach opportunities and app strategy and testing. This role reports to the Director, Merchandising and Operations, Brand Expedia and Portfolio.

In this role, you will:

• Lead North America merchandising strategy: Own the North America merchandising roadmap and calendar across Brand Expedia and our Portfolio brands, aligning priorities across customer touch points.
• Drive merchandising attach strategy: Define and execute strategies that increase relevant cross-sell and upsell opportunities across the traveler journey, partnering with Product, Marketing, Analytics, and Supply, to improve customer value and business growth.
• Shape app merchandising strategy: Establish the merchandising strategy for app experiences, including surface prioritization, placement strategy, personalization opportunities, and coordination with Marketing, Product, Design, and Engineering.
• Build a test-and-learn engine: Partner with Product and Analytics to develop a consistent experimentation cadence across web and app merchandising touchpoints; formulate hypotheses, prioritize tests, evaluate results, and translate learnings into scalable improvements.
• Lead merchandising execution: Coordinate the timely delivery of merchandising initiatives and promotions across Marketing, Product, Supply, Legal, and Finance, ensuring clear ownership, dependencies, and escalation paths.
• Measure performance and optimize: Analyze performance, incrementality, customer engagement, conversion, and attach results; lead campaign and merchandising retrospectives and recommend optimization actions to improve future delivery.
• Create cross‑functional alignment: Bring structure and clarity to complex initiatives, communicate decisions and tradeoffs, and maintain a shared view of priorities, risks, and progress for senior stakeholders.
• Stay close to the market: Monitor travel category trends, competitive experiences, and best‑in‑class ecommerce merchandising to identify opportunities for Brand Expedia and our Portfolio brands.

Experience and Qualifications

• Bachelor’s degree in Marketing, Business Management, or a related field; MBA preferred.
• 8+ years of experience in B2C ecommerce, digital merchandising, loyalty or brand marketing, retail management, or a related field.
• Experience leading merchandising across North America, multiple brands, lines of business, or customer segments.
• Demonstrated experience developing and optimizing attach, cross-sell, upsell, or other customer growth strategies.
• Experience building app merchandising strategies and partnering with Product, Design, Engineering, and Analytics teams to deliver customer-facing experiences.
• Experience with A/B testing frameworks, experimentation design, traffic data sources, and performance measurement.
• Strong project or program management skills, with the ability to manage multiple priorities and deliver through ambiguity in a fast-paced B2C environment.
• Proven ability to influence and align stakeholders across multiple subject areas, prioritize opportunities, and mitigate risks.
• Strong analytical and business acumen, with the ability to turn customer and performance data into clear recommendations and action.
• Excellent communication skills, with the ability to communicate effectively, concisely, and in a way that is tailored to the audience, including senior leaders.
• Resilient and constructive when faced with change; able to shift approaches in response to unexpected events and circumstances.

Salary and Compensation

The total cash range for this position in Austin is $155,000.00 to $217,000.00. Employees in this role have the potential to increase their pay up to $248,000.00, which is the top of the range, based on ongoing, demonstrated, and sustained performance in the role.

The total cash range for this position in Seattle is $155,000.00 to $217,000.00. Employees in this role have the potential to increase their pay up to $248,000.00, which is the top of the range, based on ongoing, demonstrated, and sustained performance in the role.

The total cash range for this position in Dallas is $146,000.00 to $204,500.00. Employees in this role have the potential to increase their pay up to $233,500.00, 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

• medical
• dental
• vision coverage
• paid time off
• an Employee Assistance Program
• wellness and travel reimbursement
• travel discounts
• International Airlines Travel Agent Network (IATAN) membership

Learn more about life at Expedia Group at https://careers.expediagroup.com/life.

Accommodations

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.

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. Expedia Group, Inc. (NASDAQ: EXPE) is the global travel marketplace with one purpose: to help travelers explore the world, one journey at a time. Expedia Group™ connects travelers, partners, and advertisers through its trusted brands, leading technology, and rich first‑party data, delivering predictive, personalized experiences that shape the future of travel. Expedia Group’s ecosystem includes three flagship consumer brands – Expedia®, Hotels.com®, and Vrbo® – the largest B2B travel business, and a premier advertising network. Guided by an experienced and passionate global team, Expedia Group helps millions of travelers in more than 70 countries explore the world with confidence and ease.