Manager, Business Development, Strategic Partnerships & Affiliates

About the role

Expedia Group’s Strategic Partnerships & Affiliates (SPA) Business Development team is looking for a Senior Manager to identify and secure multi‑faceted business opportunities with major organizations. The role reports to the Director of Business Development and owns the end‑to‑end sales process for high‑value opportunities, from initial outreach through pitching, partnership development, negotiation, and closing.

Responsibilities

• Establish trust and build strong, long‑term relationships with key stakeholders within target organizations, understanding their unique challenges and customers.
• Create tailored solutions that align partner needs, customer journeys, and Expedia Group products to deliver win‑win‑win B2B2C partnerships.
• Develop and own commercial negotiations and contract agreements, collaborating with internal partners (Finance, Legal, Marketing, Advertising, etc.) to secure new partnerships.
• Continuously assess travel market and consumer trends, industry developments, and competitor activity to identify segments and growth opportunities.
• Partner closely with internal stakeholders, securing buy‑in and influencing team goals and roadmaps to support business development efforts.
• Serve as the subject‑matter expert on SPA Business Development across pipeline development, partner evaluation, deal structuring, contracting, and negotiations.
• Own the full sales cycle for high‑value opportunities, from identification and outreach to pitching, partnership development, negotiation, and closing.

Qualifications

• Commercially minded professional, critical thinker, and relationship builder with success in strategic partnerships/business development within a fast‑paced, highly matrixed environment.
• Proven experience leading, influencing, and mobilizing multiple internal stakeholders (including top executives) and priorities in a constantly changing environment.
• Demonstrated ability to make data‑driven decisions and craft compelling narratives leveraging data and insights to influence strategy.
• Natural ability to identify market/partner needs, dive deep into technical details, and translate them into business cases in partnership with product and engineering teams.
• Thrives in cross‑functional environments; collaborates and builds relationships at multiple levels across peer groups.
• Entrepreneurial, growth‑mindset with high ambition and the ability to challenge the status quo and think outside the box.
• Excellent communication, negotiation, and presentation skills with a strong ability to persuade for positive outcomes.
• 8+ years of experience, preferably in strategic partnership, business development, or a similar role within a travel/technology company.
• Experience working across global teams preferred.
• Master of Business Administration or related degree preferred; or equivalent professional experience.

Pay

• Seattle: $137,000 – $191,500 base; potential increase up to $219,000 based on sustained performance.
• Chicago: $127,500 – $178,500 base; potential increase up to $204,000 based on sustained performance.
• Austin: $137,000 – $191,500 base; potential increase up to $219,000 based on sustained performance.
• Starting pay varies based on location, budget, and individual knowledge, skills, and experience. Ranges may be modified in the future.

Benefits

• Medical, dental, and vision coverage.
• Paid time off.
• Employee Assistance Program.
• Wellness and travel reimbursement.
• Travel discounts.
• International Airlines Travel Agent Network (IATAN) membership.