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.

Ready to shape the foundation of a high-performing global sales organization?
Are you both strategic and operationally strong, able to turn ideas into structured programs that elevate how we sell, lead, and grow? If you thrive in a fast-paced B2B environment and take pride in driving initiatives from concept to execution, this role is for you.

The Expedia Group B2B Sales Excellence Team is seeking a Sales Excellence Program Manager – Commercial Strategy to lead critical initiatives that enhance the effectiveness, efficiency, and impact of our commercial teams globally.

In this pivotal role, you will own and drive end-to-end transformative programs that define, operationalize, scale, and embed sales excellence across Expedia Group B2B. You’ll partner closely with Sales Leadership and cross-functional teams to drive alignment, execution, and measurable impact.

What you'll do:

Own and Evolve the Sales Operating Model

• Lead and partner with Sales Leaders and HR to define the evolution of the Sales Blueprint and Operating Framework in alignment with business strategy and growth ambitions, defining the roles, competencies, KPIs, and actions that underpin sales excellence.

• Lead the ongoing refinement and adoption of partner Tier Segmentation, ensuring clear differentiation of priorities, resourcing, and commercial approach.

• Drive adoption of the blueprint and other sales frameworks across regions and sales motions, embedding it into onboarding, coaching, and performance management processes.

Design and Implement Sales Incentive Programs

• Lead and partner with HR, Finance and Sales Leadership the design and implementation of sales incentive programs that reinforce strategic priorities and drive desired commercial behaviors.

• Govern the annual incentive planning cycle from vision to rollout, ensuring alignment, readiness, adoption, and measurable impact.

• Continuously assess with data and AI-driven insights plan performance and recommend improvements grounded in data and commercial insight.

• Lead complex, cross-functional programs that enhance sales performance and scalability defining clear scope, governance, milestones, and success metrics for each program, ensuring measurable impact.

• Mobilize and influence senior stakeholders across Sales, Product, Marketing, Finance, HR, and Commercial Operations to drive alignment and execution.

Drive Data-Driven and AI-Enabled Sales Insights

• Define KPIs to track sales excellence initiatives, measure impact, and identify opportunities for improvement.

• Partner with Analytics and Finance to translate performance data into actionable insights that guide decision-making and investment.

• Identify and implement AI-driven opportunities to simplify reporting, improve decision speed, and scale sales excellence programs efficiently.

• Stay current on emerging technologies and tools that can transform how the sales organization operates and learns.

Champion Sales Excellence Across the Organization

• Act as the connector between strategy and execution ensuring our vision for sales excellence is lived across teams and regions.

• Proactively identify opportunities to improve how our sales organization operates and executes.

• Serve as a trusted advisor to Sales Leadership, helping shape commercial strategy and execution rhythm

• Communicate program vision and impact to senior leadership with clarity and confidence.

Who you are:

• Program Owner at Heart: You don’t just run projects, you own outcomes. You see programs through from strategy to execution with autonomy, accountability, and measurable impact.

• Sales Excellence Expert: Proven track record in building or leading sales excellence, enablement, or commercial strategy programs that improve how sales teams operate and perform.

• AI-Savvy and Data-Literate: Curious and confident using AI tools to enhance productivity, automate workflows, generate insights, and scale best practices. Comfortable exploring and applying new technologies that drive commercial effectiveness.

• Strategic and Structured: Able to balance long-term vision with tactical execution, applying structure and governance to complex initiatives.

• Influential Partner: Skilled at engaging senior stakeholders and aligning cross-functional teams behind a shared vision.

• Commercially Minded: Understands what drives sales performance and can connect operational improvements to business outcomes.

• Analytical and Insight-Driven: Uses data and AI insights to diagnose issues, shape strategy, and measure impact.

• Independent and Proactive: Operates with ownership, urgency, and independence driving clarity and momentum in ambiguous contexts.

• Skilled Communicator: Articulates complex ideas simply and persuasively across executive and operational audiences.

• Tech-Enabled: Strong working knowledge of Salesforce, Excel, PowerPoint, and familiarity with sales performance, enablement, and AI productivity tools.

• Background: Bachelor’s degree in Business, Finance, Marketing, or related field; experience in Travel or B2B SaaS environments preferred.

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, religion, gender, sexual orientation, national origin, disability or age.