Manager, B2B Sales Capabilities

## About the role 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. ## Responsibilities Project & Capability Ownership - Owns sales capability initiatives end-to-end, including defining the problem, shaping the solution, driving execution, coordinating cross-functional delivery, and ensuring business adoption and impact - Leads solution design in partnership with Product and Tech, ensuring business requirements are met - Identifies capability gaps and proposes operational projects aligned to commercial strategy - Evaluates potential solutions (internal and external) and forms strong recommendations based on business needs, ROI, and feasibility - Prioritizes workstreams and integrates timelines, milestones, and dependencies across projects Change Management & Adoption - Designs and executes change management and communication plans - Develops training and enablement sessions plans in partnership with Sales excellence - Monitors adoption, effectiveness, and feedback, making data-driven improvements - Acts as a point of contact for capability-related issues impacting field teams Business Partnership & Strategy - Establishes and maintains trusted relationships with key stakeholders and decision-makers - Identifies business challenges and opportunities across multiple teams ## Requirements - 6–8+ years of experience in Sales Operations, Commercial Operations, Revenue Operations, or related functions - Proven experience leading large-scale projects independently - Strong process design, change management, and project leadership skills - Advanced skills in Microsoft Office and data visualization/reporting tools (e.g., Tableau) - Strong communicator with the ability to influence stakeholders and navigate complex relationships - Experience working with CRM and sales tooling; Salesforce experience preferred - Strong analytical skills with the ability to translate insights into recommendations ## Nice to Have - Experience in a large, matrixed technology or travel industry organization - Experience supporting both enterprise and SMB sales motions - Background in process excellence or continuous improvement - Experience with AI-enabled or automation initiatives ## Benefits 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.