Business Development, Director
Introduction to the Team
Expedia Group B2B connects partners across the travel industry to our technology, supply, and services, helping them deliver seamless travel experiences to their customers. From airlines and hotels to financial institutions and travel platforms, we power smarter, faster, and more impactful travel solutions through one of the most connected marketplaces in the world.
Role Overview
This role sits within Expedia Group's B2B division and is responsible for winning new business, growing strategic accounts, and leading complex commercial opportunities across local, regional, or global markets. You will partner with customers and cross-functional teams to shape market strategy, develop tailored solutions, and drive revenue growth through consultative selling, negotiation, and long-term planning.
Key Responsibilities
- Acquire new enterprise white-label and API partnerships, with a focus on airlines, cruise lines, suppliers, and other high-value prospects
- Build and manage a pipeline of complex opportunities to achieve annual revenue, profit, and launch goals
- Lead end-to-end deal execution, including prospecting, solution development, pricing, negotiation, contracting, and closing
- Partner with legal and internal stakeholders to shape contract terms, resolve complex business issues, and support customer-specific solutions
- Develop account and territory plans based on traveler needs, market trends, and competitive insights
- Build strong relationships with senior decision-makers and develop a deep understanding of customer strategies, offerings, goals, and challenges
- Present compelling proposals and business cases that influence internal leaders and external partners
- Use financial and market analysis to evaluate opportunities, prioritize investments, and drive profitable growth
- Mentor peers and lead cross-functional collaboration in a matrixed environment
- Maintain strong knowledge of Expedia Group products, partner economics, and competitor offerings
Qualifications
- Bachelor's or master's degree in business, hospitality, technology, or a related field, or equivalent professional experience
- 8+ years of relevant experience with a bachelor's degree, or 6+ years with a master's degree, in sales, business development, strategic account management, or partner-facing commercial roles
- Proven success negotiating, contracting, and launching API or white-label partnerships end to end while exceeding annual financial targets
- Strong communication skills with the ability to influence senior stakeholders and build credibility with decision-makers
- Deep experience in consultative sales, complex negotiations, multi-year agreements, and strategic account planning
- Strong analytical and commercial judgment, with the ability to build business cases and identify sustainable growth opportunities
- Self-starter who can simplify complexity, work independently, and deliver results
- Growth mindset with a track record of seeking and applying feedback
- Experience working with airlines, cruise lines, hotel chains, or similar travel partners a plus
- Fluent in English; Portuguese and/or Spanish are a plus where relevant to the market
Compensation and Benefits
The total cash range (inclusive of base salary and variable incentive target) for this position in Miami is $186,000.00 to $260,500.00. Employees in this role have the potential to increase their pay up to $297,500.00, 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 Chicago is $186,000.00 to $260,500.00. Employees in this role have the potential to increase their pay up to $297,500.00, 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 and Perks
- Medical, dental, and vision coverage
- Paid time off
- Employee Assistance Program
- Wellness and travel reimbursement
- Travel discounts
- IATAN membership
Learn more about life at Expedia Group at https://careers.expediggroup.com/life.
Accommodation requests
If you need an accommodation or adjustment due to a disability during the application or recruiting process, please submit a request at https://expedia.service-now.com/askeg?id=job_accommodation.
About Expedia Group
Expedia Group includes three flagship consumer brands - Expedia, Hotels.com, and Vrbo - along with a leading B2B travel business and travel advertising offerings. Across our brands and business, we help travelers explore the world with confidence and ease.
Important notice
Employment opportunities and job offers at Expedia Group will always come from Expedia Group's Talent Acquisition and hiring teams. Never share sensitive personal information unless you are confident of the recipient.
Expedia Group does not extend job offers via email or messaging tools to individuals with whom we have not made prior contact.
The official place to find and apply for roles is https://careers.expediagroup.com/jobs/.
Equal 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, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other characteristic protected by law.