Director, Business Development, Advertising

About the Role

Reporting to the Senior Director, Business Development, the Director, Hotel Strategic Accounts is responsible for driving advertising revenue growth across a portfolio of Global and Key hotel partners. This leader will own and grow strategic partner relationships across Hotel Sponsored Listings (HSL), Display, and off-platform advertising solutions while developing commercial strategies that deliver value for partners and Expedia Group Advertising.

Key Responsibilities

• Grow advertising revenue by delivering against quarterly and annual goals across a portfolio of Global and Key hotel partners.
• Own senior‑level relationships with strategic hotel partners, serving as a trusted advisor on advertising strategy, performance, and long‑term growth opportunities.
• Develop and execute partner‑specific growth plans across HSL, Display, and off‑platform solutions.
• Identify opportunities to increase partner investment through broader product adoption, improved performance, and expansion into new solutions and markets.
• Lead complex commercial conversations and negotiations with partners, aligning solutions to partner objectives and Expedia Group Advertising priorities.
• Build joint business plans with key hotel partners and establish clear success metrics to measure impact.
• Forecast revenue performance, manage pipeline health, and provide accurate business updates to senior leadership.
• Use data and performance insights to identify trends, diagnose gaps, and unlock new growth opportunities across accounts.
• Develop expertise in auction‑based and performance‑driven advertising models to optimize partner outcomes and revenue growth.
• Partner closely with internal teams across sales, account management, analytics, marketing, finance, and product to ensure strong execution and a consistent partner experience.
• Act as an internal advocate for hotel partners by sharing market feedback, customer needs, and product opportunities that inform roadmap and go‑to‑market priorities.
• Support broader Expedia Group Advertising strategic priorities by helping expand advertiser adoption, improve partner experience, and grow off‑platform advertising capabilities.

Qualifications & Experience

• Significant experience in digital advertising, media sales, travel advertising, e‑commerce, or strategic partner management.
• Proven people management experience.
• Demonstrated success owning and growing large, complex, revenue‑generating partner relationships.
• Deep understanding of hotel partners, travel distribution, or hospitality marketing landscapes.
• Experience selling or managing performance marketing and brand advertising solutions, including sponsored listings, display media, and/or offsite media.
• Strong commercial acumen with the ability to build account strategies, negotiate effectively, and drive measurable business outcomes.
• Strong written and verbal communication skills, with the ability to engage confidently with senior external stakeholders and internal leaders.
• Strong analytical capabilities and comfort using data, performance metrics, and business trends to inform decisions and recommendations.
• Experience forecasting revenue, managing pipeline health, and evaluating account performance against goals.
• Ability to work cross‑functionally and influence across product, marketing, finance, analytics, and operations teams.
• A proactive, solutions‑oriented mindset with the ability to thrive in a fast‑moving, evolving environment.
• High attention to detail and strong operational discipline in managing multiple priorities and stakeholders.
• Bachelor’s degree in a related field; advanced degree preferred.

Preferred Qualifications

• Experience working with global or enterprise‑level hotel partners.
• Experience in auction‑based advertising, CPC models, or performance media.
• Experience leading strategic account teams or mentoring sellers in a high‑growth environment.
• Familiarity with travel media networks, hotel marketing objectives, and measurement frameworks across on‑platform and off‑platform media.

Pay Range

London: £169,000.00 – £236,500.00 (inclusive of base salary and variable incentive target). Employees have the potential to increase their pay up to £270,500.00 based on ongoing, demonstrated, and sustained performance. Madrid: €143,500.00 – €201,000.00 (inclusive of base salary and variable incentive target). Potential to increase up to €229,500.00.

Benefits

• Medical, dental, and vision coverage.
• Paid time off and parental leave.
• Flexible work model with options for remote and office work.
• Employee Assistance Program.
• Wellness and travel reimbursement.
• Travel discounts.
• International Airlines Travel Agent (IATAN) membership.
• Career development resources.

EEO Statement

Expedia Group 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.