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.
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.
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.
In this role, you will drive high-value commercial outcomes by building a strong pipeline, leading complex negotiations, and identifying opportunities to expand Expedia Group's impact with strategic customers. You will use market insight, analytical rigor, and commercial judgment to create sustainable growth and deliver value for customers and the business.
In this role, you will:
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
Experience and 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
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.
Expedia Group is proud to offer a wide range of benefits to support employees and their families, including medical/dental/vision, paid time off, and an Employee Assistance Program. To fuel each employee’s passion for travel, we offer a wellness & travel reimbursement, travel discounts, and an International Airlines Travel Agent (IATAN) membership. View our full list of benefits.
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
Employment opportunities and job offers at Expedia Group will always come from Expedia Group’s Talent Acquisition and hiring teams. Never provide sensitive, personal information to someone unless you’re confident who the recipient is. Expedia Group does not extend job offers via email or any other messaging tools to individuals with whom we have not made prior contact. Our email domain is @expediagroup.com. The official website to find and apply for job openings at Expedia Group is careers.expediagroup.com/jobs.
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. This employer participates in E-Verify. The employer will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS) with information from each new employee's I-9 to confirm work authorization.Skills Required
- Bachelor's or master's degree in business, hospitality, technology, or related field, or equivalent professional experience
- 8+ years 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
- Demonstrated ability to build and manage a pipeline of complex opportunities and achieve revenue, profit, and launch goals
- Experience leading end-to-end deal execution including pricing, negotiation, contracting, and closing
- Strong communication skills with 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, ability to build business cases and evaluate opportunities
- Self-starter who can simplify complexity, work independently, and deliver results
- Experience mentoring peers and leading cross-functional collaboration in a matrixed environment
- Experience working with airlines, cruise lines, hotel chains, or similar travel partners
- Fluent in English
- Portuguese and/or Spanish language skills
Expedia Group Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Expedia Group and has not been reviewed or approved by Expedia Group.
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Wellbeing & Lifestyle Benefits — Wellness and travel perks are positioned as differentiators, with wellness and travel reimbursement, brand discounts, and IATAN access supporting work-life balance. Flexible schedules, commuter benefits, and onsite amenities further enhance lifestyle value.
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Parental & Family Support — Family-focused provisions include generous parental leave, adoption and surrogacy assistance, childcare benefits, and caregiver support. Pet care leave and company-sponsored family events broaden the definition of family support.
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Inclusive Benefits Coverage — Healthcare is described as inclusive, extending coverage to partners regardless of gender or marital status and offering fertility and transgender services. This breadth signals support for diverse life stages and identities.
Expedia Group Insights
What We Do
Expedia Group powers travel for everyone, everywhere through our global platform. Driven by the core belief that travel is a force for good, we help people experience the world in new ways and build lasting connections. We provide industry-leading technology solutions to fuel partner growth and success, while facilitating memorable experiences for travelers. 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™.
Why Work With Us
As travelers and technologists, we are passionate about making travel more seamless, accessible and memorable. We embrace different perspectives, celebrate new ideas, and empower every Expedian to drive meaningful change. The experiences we create bridge divides and broaden horizons – helping create unforgettable memories through travel.
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