Sr. Business Development Manager Advertising

At Booking.com, data drives our decisions. Technology is at our core. And innovation is everywhere. But our company is more than datasets, lines of code or A/B tests. We’re the thrill of the first night in a new place. The excitement of the next morning. The friends you encounter. The journeys you take. The sights you see. And the memories you make. Through our products, partners and people, we make it easier for everyone to experience the world.

The Senior Business Development Manager EMEA will play a critical role in accelerating the growth of Booking.com’s Travel Media Network by leading strategic initiatives, overseeing high-impact client partnerships, and driving overall revenue goals. You will not only manage and grow key accounts but also contribute to shaping the advertising strategy and play a key leadership role in mentoring junior team members. This role requires deep expertise in digital media and travel, coupled with a strong ability to close large deals and influence high-level decision-makers.

Key Responsibilities and Duties:

• Strategic Sales Leadership: Lead the development and execution of a comprehensive sales strategy for the EMEA region, focusing on high-value partnerships and long-term growth. Manage a large, complex sales pipeline, ensuring quarterly revenue targets are consistently exceeded.
• Client Relationships: Build trusted relationships with C-level executives and senior leaders across key travel and hospitality accounts, serving as a strategic advisor to drive innovative media solutions. Analyze relevant data to strengthen negotiation strategies and develop actionable insights and plans. Conduct in-depth quarterly business reviews and identify new opportunities for upselling and cross-selling Booking.com’s advertising products.
• New Business Development: Identify and develop new market opportunities, while maintaining a consistent flow of high-quality leads. Lead negotiations for large, complex deals that involve cross-regional or multi-product solutions.
• Innovative Media Solutions: Spearhead the creation of tailored, data-driven media strategies that align with clients’ marketing goals and deliver strong ROI, working closely with internal teams for flawless execution.
• Team Collaboration & Leadership: Act as a mentor and coach to more junior business development managers, sharing best practices and guiding their professional development. Work cross-functionally with Ad Operations, Product, and Account Management teams to ensure the successful execution and scaling of client campaigns.
• CRM and Reporting: Oversee the development of CRM tools and reporting systems to track client performance, pipeline status, and ensure real-time updates for senior management. Present findings and insights to senior leadership, contributing to decision-making processes.
• Industry Thought Leadership: Represent Booking.com at major industry events, conferences, and networking opportunities, positioning the company as a leader in travel media advertising. Lead internal education programs, including annual strategy sessions, to ensure the team remains ahead of industry trends. Generate meaningful market and partner insights to engage with product, sales, engineering, and marketing teams and support key business strategies.

Qualifications & Skills:

• 5+ years of experience in digital media sales, with a proven track record in the travel or hospitality industry. Demonstrated success in managing high-value, complex client relationships, and exceeding sales targets for advertising solutions.
• Experience with Advertising technologies and business models in various geographic locales.
• Strong leadership qualities with experience mentoring team members and influencing cross-functional teams.
• Proficiency in identifying and negotiating key contract terms (Pricing, variable commercial structures, etc.). Ability to think strategically and manage multiple high-priority initiatives, driving both tactical execution and long-term planning.
• Advanced ability to analyze data and derive insights to inform strategic decisions and optimize advertising effectiveness.
• Exceptional communication and presentation skills, comfortable engaging with senior executives and decision-makers.
• Advanced proficiency with CRM platforms (e.g., Salesforce) and Excel for data analysis.
• Travel Requirements: Travel within the EMEA region for client meetings and industry events will be required.
• Languages: Fluency in additional EMEA languages is an plus

Benefits & Perks - Global Impact, Personal Relevance:

Booking.com’s Total Rewards Philosophy is not only about compensation but also about benefits. We offer a competitive compensation and benefits package, as well unique-to-Booking.com benefits which include:

• Annual paid time off and generous paid leave scheme including: parent, grandparent, bereavement, and care leave
• Hybrid working including flexible working arrangements, and up to 20 days per year working from abroad (home country)
• Industry leading product discounts - up to 1400 per year - for yourself, including automatic Genius Level 3 status and Booking.com wallet credit

Diversity, Equity and Inclusion (DEI) at Booking.com:

Diversity, Equity & Inclusion have been a core part of our company culture since day one.

“At Booking.com, the diversity of our people doesn’t just build an outstanding workplace, it also creates a better and more inclusive travel experience for everyone. Inclusion is at the heart of everything we do. It’s a place where you can make your mark and have a real impact in travel and tech.” Paulo Pisano, Chief People Officer

We ensure that colleagues with disabilities are provided the adjustments and tools they need to participate in the job application and interview process, to perform crucial job functions, and to receive other benefits and privileges of employment.

Booking.com is proud to be an equal opportunity workplace and is an affirmative action employer. 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, or veteran status. We strive to move well beyond traditional equal opportunity and work to create an environment that allows everyone to thrive.

Pre-Employment Screening

If your application is successful, your personal data may be used for a pre-employment screening check by a third party as permitted by applicable law. Depending on the vacancy and applicable law, a pre-employment screening may include employment history, education and other information (such as media information) that may be necessary for determining your qualifications and suitability for the position.