Lead Business Development Manager, Advertising

Build and manage a high-quality pipeline of direct advertisers and agency partners across North America
Own the end-to-end business-development cycle, including territory planning, prospecting, discovery, solution development, proposal creation, negotiation, close, and handoff
Develop trusted relationships with senior stakeholders across marketing, media, e-commerce, partnerships, and finance organizations
Lead consultative conversations connecting advertiser objectives to Expedia Group audiences, inventory, creative capabilities, measurement, and traveler insights
Create account and territory strategies for priority verticals, initially emphasizing financial services and other non-endemic advertisers
Partner with internal specialists to develop integrated media proposals across display, sponsored listings, audience solutions, and related advertising products
Prepare and deliver presentations, business cases, media plans, and executive-level recommendations
Maintain opportunity, activity, forecast, and next-step data in Salesforce and related reporting tools
Collaborate with Account Management and cross-functional partners on transition from closed business to activation and long-term growth
Monitor market trends, competitive offerings, advertiser needs, and agency dynamics to identify growth opportunities
Represent Expedia Group Advertising at industry events, client meetings, and executive forums
Share customer feedback and market insight with Product, Marketing, Insights, and leadership teams
Deliver against annual and quarterly revenue, bookings, and pipeline targets
Grow qualified pipeline coverage and conversion through the sales funnel
Establish new advertiser and agency relationships across priority verticals
Maintain predictable forecasting, opportunity management, and Salesforce hygiene
Support repeatable sales plays, market insights, and scalable go-to-market practices
Requirements Significant experience in business development, digital advertising sales, media partnerships, ad technology, agency sales, or a closely related commercial role
Demonstrated record of exceeding revenue or pipeline goals in a complex, consultative sales environment
Experience managing multi-stakeholder sales cycles with senior client and agency decision-makers
Strong knowledge of digital advertising, including programmatic, display, sponsored media, audience targeting, measurement, or related solutions
Excellent discovery, storytelling, negotiation, presentation, and written communication skills
Ability to turn ambiguous customer needs into clear commercial strategies and actionable proposals
Strong business judgment, analytical thinking, and comfort working with performance data
Demonstrated ability to influence without authority and collaborate effectively across functions
High standards for organization, follow-through, accountability, and CRM discipline
Willingness to travel periodically for client meetings, industry events, and team collaboration
Experience selling to financial-services, fintech, insurance tech, retail, technology, travel, or other non-endemic advertisers
Existing relationships with major brands, media agencies, holding companies, or agency trading desks
Experience selling multi-channel or integrated media solutions
Familiarity with travel audiences, destination marketing, loyalty ecosystems, or marketplace businesses
Experience working with Salesforce, Tableau, or comparable sales and reporting platforms
Bachelor’s degree or equivalent practical experience
Core Competencies Demonstrates expertise in business development and digital advertising sales, with a strong focus on building relationships and delivering integrated media solutions. Proven ability to exceed revenue targets and manage complex sales cycles while collaborating effectively across functions.
Highest-signal resume keywords Business Development
Digital Advertising Sales
Salesforce Management
Negotiation Skills
Integrated Media Solutions
Hard Skills Digital Advertising
Programmatic Advertising
Audience Targeting
Measurement Solutions
Sales Cycle Management
Revenue Forecasting
Proposal Creation
Market Analysis
Consultative Selling
Account Strategy
Soft Skills Communication Skills
Analytical Thinking
Influencing Skills
Collaboration
Storytelling
Industry Keywords Financial Services
E-Commerce
Media Partnerships
Travel Audiences
Agency Sales
Non-Endemic Advertisers
Destination Marketing
Loyalty Ecosystems
Marketplace Businesses
Ad Technology
Tools & Technologies Salesforce
Tableau
Reporting Platforms

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