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. 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.
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.
