Sales Strategy & Operations Manager, Field Ops Advertising

At Expedia Group, we help travelers explore the world, one journey at a time. As a global travel company powered by passionate people, trusted partnerships, and leading technology, we connect travelers, partners, and advertisers through our consumer brands, B2B network, and travel advertising business.

Here, you'll do meaningful work that helps millions of people discover, book, and experience travel with more ease, confidence, and joy. Our five Behaviors-Traveler First, Think Big, Operate with Excellence, Ownership Mindset, and Succeed Together-help foster a supportive environment where people can grow their careers and have the flexibility, benefits, and support to do their best work. Join us and build for travelers everywhere.

Sales Operation Manager, Advertising

About the team

The Expedia Group Advertising (EGA) Field Operations team enables business growth through scalable processes, effective systems and operational excellence. We partner closely with Sales, Marketing, Salesforce, Analytics and Ad Operations teams to improve productivity, streamline workflows and deliver data-driven solutions that help the organization operate more efficiently.

The role

You will improve how the EGA sales organization runs. You will own initiatives across lead and opportunity management, account planning, go-to-market processes, workflow automation and reporting. You will use Salesforce and data to find what is slowing sellers down, design the fix, and drive it to adoption. You will influence stakeholders and senior leaders across the organization and help shape the future of our advertising sales operations strategy.

This is a sales operations and business process role. It is not an ad operations or campaign management role, and it is not a quota-carrying sales role.

In this role, you will:

Sales systems and workflows

• Design, implement and optimize workflows and operational processes that improve sales productivity, efficiency and effectiveness.
• Lead initiatives in lead management, opportunity workflows, account design, account planning and go-to-market processes for new products and solutions.
• Evaluate and implement automation, reporting and data-driven tools that improve operational performance and decision-making.

Analytics and insight

• Investigate business challenges, analyze data, and turn findings into actionable recommendations and business requirements.
• Measure the effectiveness of programs and process changes using data analysis, stakeholder feedback and performance metrics.
• Develop business cases and size opportunities to support investment in process improvements.

Programs and change

• Lead complex cross-functional projects: build project plans, define milestones, manage risks and budgets where applicable, and drive execution against business objectives.
• Support change management and adoption by partnering with internal teams on training and enablement.
• Create clear documentation, presentations, policies and training resources.

Partnership and influence

• Partner with Sales, Marketing, Salesforce, Analytics and Ad Operations to gather requirements, identify business challenges and develop scalable solutions.
• Act as a trusted advisor to stakeholders and senior leaders, providing operational expertise and recommendations.
• Collaborate with Field Operations partners on sales planning, territory design, compensation, incentives and sales enablement.
• Track advertising, technology, travel and media trends to identify opportunities for process innovation.

Experience and qualifications:

• Bachelor's degree, Master's degree, or equivalent professional experience.
• 5+ years of relevant experience with a Bachelor's degree, or 3+ years with a Master's degree, in sales operations, revenue operations, GTM or business operations, or program management supporting a sales organization.
• Advanced Salesforce expertise, including experience as a Salesforce power user or administrator.
• Advanced Excel proficiency, working knowledge of SQL, and experience with AI-enabled data analysis tools.
• Demonstrated ability to influence and communicate with senior leaders and cross-functional stakeholders, including without direct authority.
• Experience managing multiple complex programs at once, with strong project documentation and organizational rigor.
• Experience analyzing business processes, identifying improvements and implementing scalable solutions.
• Familiarity with technology, travel, advertising, media or related industries.
• Strong business acumen from partnering closely with sales and marketing organizations.
• Change management experience.
• Ability to apply business strategy and customer needs to process, technology and operational design decisions.
• Proven ability to navigate ambiguity, solve complex problems and drive measurable business outcomes.
• Ability to understand complex information, including legal, operational risk and regulatory considerations, and communicate the key takeaways.
• Excellent written and verbal communication, tailored to different audiences, with attention to detail alongside strategic thinking.

The total cash range for this position in Seattle is $110,500.00 to $155,000.00. Employees in this role have the potential to increase their pay up to $177,000.00, which is the top of the range, based on ongoing, demonstrated, and sustained performance in the role.

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

Expedia Group offers benefits and perks designed to support employees and their families, including medical, dental, and vision coverage, paid time off, an Employee Assistance Program, wellness and travel reimbursement, travel discounts, and International Airlines Travel Agent Network (IATAN) membership. Learn more about life at Expedia Group at https://careers.expediagroup.com/life.

Accommodation requests

Expedia Group is committed to providing an inclusive and accessible recruiting experience. 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. Our email domain is @expediagroup.com. 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. 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.