Director, business development, advertising

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.

Introduction to the team

Expedia Group Advertising is the travel media network that puts brands in front of travelers everywhere they are. With rich first‑party data, precise targeting and measurement, and a full‑funnel suite of advertising solutions, Expedia Group Advertising helps partners inspire, engage, and convert travelers across Expedia Group sites and beyond. As Expedia Group Advertising continues to expand inventory, formats, partner experience, and off‑site advertising capabilities, this role will help accelerate growth with some of our most important hotel partners globally.

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. This role requires a strong combination of sales leadership, partner strategy, analytical rigor, and cross‑functional influence. The ideal candidate is energized by building long‑term partner value, uncovering new revenue opportunities, and helping shape the future of hotel advertising across Expedia Group’s travel media network.

In this role you will

• 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.

Experience and Qualifications

• 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

The total cash range (inclusive of base salary and variable incentive target) for this position in London is £169,000.00 to £236,500.00. Employees in this role have the potential to increase their pay up to £270,500.00, 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 Madrid is €143,500.00 to €201,000.00. Employees in this role have the potential to increase their pay up to €229,500.00, 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.

Expedia Group is proud to offer a wide range of benefits to support employees and their families, including medical/dental/vision, paid time off, and an Employee Assistance Program. To fuel each employee’s passion for travel, we offer a wellness & travel reimbursement, travel discounts, and an International Airlines Travel Agent (IATAN) membership. View our full list of benefits.

You can find the benefits for this location and any collective agreement that may apply here.

Accommodation requests

If you need assistance with any part of the application or recruiting process due to a disability, or other physical or mental health conditions, please reach out to our Recruiting Accommodations Team through the Accommodation Request.

We are proud to be named as a Best Place to Work on Glassdoor in 2024 and be recognized for award‑winning culture by organizations like Forbes, TIME, Disability:IN, and others.

Expedia Group's family of brands includes: Brand Expedia®, Hotels.com®, Expedia® Partner Solutions, Vrbo®, trivago®, Orbitz®, Travelocity®, Hotwire®, Wotif®, ebookers®, CheapTickets®, Expedia Group™ Media Solutions, Expedia Local Expert®, CarRentals.com™, and Expedia Cruises™. © 2024 Expedia, Inc. All rights reserved. Trademarks and logos are the property of their respective owners. CST: 2029030-50

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