Director, Business Development, Advertising

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 perf