Director, business development, advertising

About the Role

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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. The 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

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

Salary and Compensation
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 Milano is €147,000.00 to €205,500.00. Employees in this role have the potential to increase their pay up to €235,000.00, 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.

Benefits
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. xpzdshu

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

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