Senior Manager, Business Development

Why Join Us

Expedia Group provides a full benefits package, including travel perks, generous time‑off, parental leave, flexible work model, and career development resources to fuel employees’ passion for travel and ensure a rewarding career journey.

Role Overview

Expedia Group is seeking a highly motivated, commercially minded Senior Manager for the SPA Business Development team. The role involves identifying, structuring, and securing large‑scale, technically complex partnerships with major organisations worldwide.

Responsibilities include owning the end‑to‑end deal cycle from market mapping and prospecting to closing multiyear agreements that integrate Expedia Group technology (APIs, platforms, data) into partners’ ecosystems.

What You’ll Do

• Own strategy and pipeline for large‑scale, technical partnerships.
• Define and execute the market strategy for a portfolio of high value partners and verticals, developing and managing a robust pipeline of opportunities across the largest and most complex accounts (often multiyear, multiproduct, and nonstandard in nature).
• Focus on high impact, technically led deals such as platform integrations, loyalty and payments partnerships, and cobranded journeys that extend Expedia Group’s brands and unlock new traveller reach for both parties.
• Lead complex, technical deals end‑to‑end.
• Own the full sales cycle for high value opportunities: prospecting, discovery, pitching, commercial modelling, negotiation and contracting.
• Apply a consultative, data‑driven sales approach to uncover partner needs, build compelling business cases, and design win‑win‑win structures that maximise sustainable revenue for both Expedia Group and the partner.
• Lead complex commercial and legal negotiations, owning strategy for sophisticated, often global contracts, and partnering closely with Legal and Finance to craft terms that balance risk and reward.
• Build senior, trust‑based relationships.
• Establish and deepen relationships with C‑level and senior decision‑makers across complex organisations, understanding their strategies, constraints, and success metrics to position SPA as a long‑term growth partner.
• Network across the partner’s organisation to align multiple stakeholders (commercial, product, technical, legal, marketing) around a shared vision and roadmap.
• Represent SPA BD internally as a thought partner to senior leaders, articulating deal strategies, trade‑offs, and recommendations clearly and persuasively.
• Champion inclusive, respectful collaboration, creating space for diverse perspectives and ensuring stakeholders are brought along the journey, even in highly ambiguous situations.
• Drive revenue, performance, and predictability.
• Meet and exceed revenue and new business targets by executing a disciplined opportunity strategy and delivering a steady cadence of high‑quality, high‑impact deals.
• Set long‑term commercial strategies that maximise account value while supporting partner success and traveller experience.
• Bring rigour to forecasting and reporting, ensuring leadership has clear visibility into pipeline health, risk, and upside across your portfolio.

Who You Are

• Seasoned strategic partnerships / BD professional with substantial experience (typically 8+ years) in business development, strategic partnerships, or similar roles in technology, travel, or platform businesses, operating at regional or global scale.
• Proven closer of complex, technical deals – you have led the end‑to‑end cycle for large, multistakeholder partnerships involving APIs, platforms, data integrations, or other technical components, often on a multiyear basis.
• Commercially sharp and analytically strong – comfortable building and presenting business cases, evaluating trade‑offs, and using data to shape deal structures, pricing, and prioritisation.
• Expert negotiator and influencer – brings a calm, structured approach to high stakes negotiations, creates win‑win outcomes, and builds consensus across senior stakeholders – with or without formal authority.
• Relationship builder at executive level – experienced engaging C‑suite and senior leaders, building trust over time, and positioning your organisation as a strategic partner rather than just a vendor.
• Inclusive, collaborative leader – known for partnering across functions, coaching peers, and creating environments where diverse perspectives are welcomed and turned into better outcomes.
• Comfortable with ambiguity and pace – thrives in a fast‑moving, matrixed environment, with a growth mindset, entrepreneurial spirit, and a strong bias for action.
• Excellent communicator – clear and compelling in both written and verbal communication, able to craft narratives that get senior stakeholders and partners aligned behind a vision and a deal.

Equal Opportunity Employer

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, religion, gender, sexual orientation, national origin, disability or age.