Sales Development Representative

Introduction to the team 

We build connections. We leverage our platform and technology capabilities across an extensive portfolio of businesses and brands to orchestrate the movement of people and the delivery of travel experiences on both a local and global basis. We help our travelers and our partners find the right pathways through millions of possibilities to reach the best imaginable outcome. When we power more travel, we unleash more opportunities to strengthen connections, broaden horizons, and bridge divides. 

Make an impact 

The Sales Development Representative (SDR) at Expedia is a key contributor to MUVR growth, supporting both new business development and partner readiness. This role will focus on identifying, qualifying, and progressing new business leads in high-demand destinations while also helping partners move efficiently through onboarding, pre-live preparation, and post-live setup. 

You will build and maintain a healthy pipeline using lead list creation, research, organic search, cold calling, and targeted email and phone outreach. In addition, you will help coordinate readiness activities that keep partners on track, support launch execution, and help ensure key post-live items are set up correctly so partners can receive reservations and payments successfully. Your work will help generate new opportunities, improve speed to launch, and strengthen partner success after go-live. 

In this role, you will: 

Opportunity Creation & Pipeline Management 

• Build and maintain a robust pipeline of prospective partners in high-demand destinations. 

• Conduct structured outbound prospecting through phone, email, social outreach, and research to generate new opportunities. 

• Schedule and coordinate introductory meetings with qualified prospects for the Business Development Sales Team. 

• Help move prospective partners from first contact through qualification, onboarding, and activation. 

Readiness, Onboarding & Launch Support 

• Support partners and internal teams through pre-live onboarding stages to help reduce delays and improve launch readiness. 

• Track onboarding milestones, follow up on open items, and help keep units on pace to go live. 

• Assist with post-live readiness by helping confirm key setup items are completed correctly so partners are positioned to receive reservations and payment properly. 

• Identify and escalate operational gaps or launch issues that could slow activation or impact post-live success. 

Research, Data & Insights 

• Perform market and account research to identify high-potential properties and partners. 

• Collect and maintain accurate data in Salesforce and spreadsheets to support business decisions, pipeline visibility, and onboarding progress. 

• Surface and document business cases that highlight partner value and support change or expansion opportunities. 

• Track lead, onboarding, and launch progress to improve visibility into pipeline health and activation timelines. 

Customer, Product & Industry Knowledge 

• Build a working understanding of key decision-makers, stakeholder roles, and buying processes. 

• Research and stay current on the customer’s industry, local market dynamics, and competitive landscape. 

• Develop a strong grasp of Expedia’s value proposition, products, and services, along with relevant competitor offerings. 

• Clearly articulate why Expedia to prospective partners in simple, compelling language. 

Relationship Building & Collaboration 

• Build a network of internal and external relationships to support lead generation, onboarding progress, and deal advancement. 

• Partner closely with Business Development Managers and cross-functional teams to help prospects and new partners move efficiently from lead to live. 

• Seek guidance when needed and contribute to a highly collaborative, fast-moving team environment. 

Sales Process & Execution 

• Learn and apply our sales methodology, including how to: 

• Qualify property managers and identify decision-makers 

• Identify and prioritize sales opportunities 

• Support creation of account and territory plans 

• Participate in customer and prospect meetings to uncover needs and help shape value propositions and next steps 

• Support execution across both top-of-funnel prospecting and launch-readiness activities to improve overall business performance. 

Experience and Qualifications: 

Experience and Education 

• 1–2 years of professional experience, ideally in sales, business development, customer-facing, onboarding, operations, or target-driven roles. 

• Internships and part-time experience are considered. 

• Bachelor’s degree or equivalent practical experience. 

Skills 

• Proficiency in English, written and verbal. 

• Spanish or Portuguese language skills are a plus. 

• Strong verbal and written communication skills; comfortable on the phone and in email. 

• Growing knowledge of sales techniques, prospecting, qualification, and partner-facing communication. 

• Comfort working toward targets and metrics such as calls, meetings, pipeline generation, conversion rates, and launch timelines. 

• Ability to navigate and interpret analytical information to prioritize leads, opportunities, and onboarding activity. 

• Proficient in Microsoft Excel, including sorting, filtering, basic formulas, and managing prospect or partner lists. 

• Experience using Salesforce or a similar CRM to manage leads, activities, opportunities, and partner progress. 

Mindset & Behaviors 

• Curious, coachable, and eager to learn and grow in a sales and business development career. 

• Self-motivated with a bias for action and comfort with high-volume outreach and follow-through. 

• Strong organization and time-management skills, with the ability to manage multiple priorities in a fast-paced environment. 

• Detail-oriented and proactive in helping partners and internal teams stay on track before and after launch. 

Co-authored with Glean