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.
Who we are
Strategic Partnerships & Affiliates (SPA) is a flourishing business with bold growth ambitions within Expedia Group’s B2B ecosystem. We sit at the intersection of B2B and B2C marketing, with a growing portfolio of products that help thousands of partners, brands, and individuals become successful in selling travel.
Our purpose is simple: profitably extend the reach of Expedia Group’s brands and engage travellers wherever they choose to discover and book travel, by enabling businesses and people to monetise their audiences through branded travel products.
Role overview
Expedia Group is seeking a highly motivated, commercially minded Senior Manager for the SPA Business Development team. In this role, you will identify, structure, and secure large‑scale, technically complex partnerships with major organisations around the world.
You will own the end-to-end deal cycle – from market mapping and prospecting, through solution design, commercial modelling and negotiation, to closing multiyear agreements that integrate Expedia Group technology (APIs, platforms, data) into partners’ ecosystems. You will operate as a trusted advisor and subject matter expert on SPA products and commercial models, shaping both partner strategy and internal roadmaps as we scale the next generation of B2B2C travel solutions.
This is a senior individual contributor role with broad influence across Product, Engineering, Legal, Finance, Marketing, and executive stakeholders, and outsized impact on Expedia Group’s growth.
What you’ll do
Own strategy and pipeline for large‑scale, technical partnerships
- Define and execute the market strategy for a portfolio of high value partners and verticals, developing and managing a robust pipeline of opportunities across the largest and most complex accounts (often multiyear, multiproduct, and nonstandard in nature).
- Focus on high impact, technically led deals such as platform integrations, loyalty and payments partnerships, and cobranded journeys that extend Expedia Group’s brands and unlock new traveller reach for both parties.
Lead complex, technical deals end-to-end
- Own the full sales cycle for high value opportunities: prospecting, discovery, pitching, commercial modelling, negotiation and contracting.
- Apply a consultative, data driven sales approach to uncover partner needs, build compelling business cases, and design win-win-win structures that maximise sustainable revenue for both Expedia Group and the partner.
- Lead complex commercial and legal negotiations, owning strategy for sophisticated, often global contracts, and partnering closely with Legal and Finance to craft terms that balance risk and reward.
Build senior, trust based relationships
- Establish and deepen relationships with C-level and senior decisionmakers across complex organisations, understanding their strategies, constraints, and success metrics to position SPA as a long-term growth partner.
- Network across the partner’s organisation to align multiple stakeholders (commercial, product, technical, legal, marketing) around a shared vision and roadmap.
- Represent SPA BD internally as a thought partner to senior leaders, articulating deal strategies, trade-offs, and recommendations clearly and persuasively.
- Champion inclusive, respectful collaboration, creating space for diverse perspectives and ensuring stakeholders are brought along the journey, even in highly ambiguous situations.
Drive revenue, performance, and predictability
- Meet and exceed revenue and new business targets by executing a disciplined opportunity strategy and delivering a steady cadence of high-quality, high impact deals.
- Set long-term commercial strategies that maximise account value while supporting partner success and traveller experience.
- Bring rigour to forecasting and reporting, ensuring leadership has clear visibility into pipeline health, risk, and upside across your portfolio.
Who you are
- Seasoned strategic partnerships / BD professional with substantial experience (typically 8+ years) in business development, strategic partnerships, or similar roles in technology, travel, or platform businesses, operating at regional or global scale.
- Proven closer of complex, technical deals – you have led the end-to-end cycle for large, multistakeholder partnerships involving APIs, platforms, data integrations, or other technical components, often on a multiyear basis.
- Commercially sharp and analytically strong – comfortable building and presenting business cases, evaluating trade-offs, and using data to shape deal structures, pricing, and prioritisation.
- Expert negotiator and influencer – bring a calm, structured approach to high stakes negotiations, creates win-win outcomes, and builds consensus across senior stakeholders – with or without formal authority.
- Relationship builder at executive level – experienced engaging C-suite and senior leaders, building trust over time, and positioning your organisation as a strategic partner rather than just a vendor.
- Inclusive, collaborative leader – known for partnering across functions, coaching peers, and creating environments where diverse perspectives are welcomed and turned into better outcomes.
- Comfortable with ambiguity and pace – thrives in a fast‑moving, matrixed environment, with a growth mindset, entrepreneurial spirit, and a strong bias for action.
- Excellent communicator – clear and compelling in both written and verbal communication, able to craft narratives that get senior stakeholders and partners aligned behind a vision and a deal.
If you’re excited about securing large‑scale, technical partnerships that redefine how travellers discover and book travel, and you enjoy operating at the intersection of strategy, technology, and execution, we’d love to hear from you.
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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