Senior Business Development Manager - EMEA | Display Advertising / Travel Media

Booking.com is hiring a Senior Business Development Manager - EMEA | Display Advertising / Travel Media.

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 manage and grow key accounts, 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.

This position will report directly to the Commercial Manager Advertising based in Amsterdam.

Role Description

Booking.com is one of the world’s leading digital travel companies, offering a wide variety of accommodations, flights, car rentals, and more to travelers globally. The Travel Media Network provides advertising solutions to help brands reach Booking.com’s travel audience.

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 within existing commercial relationships 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:

• 8+ 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.
• Bachelor’s degree in either a marketing, commercial or business related field.
• 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.