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About the Role
The Tripadvisor Group connects people to experiences worth sharing and aims to be the world’s most trusted source for travel and experiences. This newly created role will lead an organization of approximately 25 people across Sales Planning and Account Management, owning the operating cadence and commercial strategy for both functions. Success in the first year will depend on building strong relationships with AMER’s Senior leadership and establishing how Planning and Account Management Priorities get aligned.
Responsibilities
- Own end-to-end leadership of the AMER Sales Planning and Account Management functions, including managers and their combined ~25-person organization.
- Oversee the Sales Planning discipline — media plan development, pricing/rate card strategy, RFP response, and revenue/booking accuracy.
- Oversee the Account Management — post-sale client partnerships, campaign trafficking coordination, launch, client-facing reporting, and renewal/upsell partnership with Sales.
- Serve as final decision-maker cross-functionally between Sales Planning and Account Management regarding prioritization, workflows, resourcing, and process disputes.
- Share accountability, alongside AMER sales leadership, for the region's revenue number.
- Bring Planning and Account Management together under one common commercial operations goal — shared accountability for regional revenue, operational efficiency, consistent process, and integrated decision-making.
- Act as the primary point of connection between Planning/Account Management and both AMER senior sales leadership and cross-functional partners.
- Serve as the direct escalation point on enterprise accounts and large/complex deals both internally and externally.
- Invest in focused leadership coaching and development, own succession planning and build growth paths for high-potential team members.
- Partner with Sales Enablement to ensure ongoing training and process materials reflect actual operations and evolve with the org and business.
- Provide input to the Global Director of Commercial Operations on headcount planning, budget, quota setting, and own assignment structure for the region.
- Be commercially minded, prioritizing effective, seamless, and renewable client relationships built on strategic programs, overcommunication, and a proactive mindset.
- Act as a visible steward of the team with direct client interaction and participation in relevant conferences and industry events.
Requirements
- 8+ years of progressive experience spanning both Account Management and Sales Planning (or directly equivalent commercial/revenue operations functions), with hands-on strength in both.
- A strong commercial background: comfortable owning revenue outcomes, engaging directly with senior sales stakeholders on deal strategy, and being measured in part on the region's number.
- Working fluency in media planning and booking mechanics (e.g., OMS, rate card/pricing logic, order and revenue reconciliation).
- Experience with yield, inventory, and margin management within a sales planning function — including inventory forecasting and mapping, sell-through rate analysis, and pricing/margin optimization.
- 3+ years of people management experience, including experience managing managers or leading multi-team organizations.
- Demonstrated experience operating in a high-revenue, high-complexity sales environment, comfortable navigating deal structures, planning cycles, and account strategy at scale.
- A track record of leading through influence and credibility with senior, strong-personality stakeholders.
- Demonstrated ability to use AI tools to improve efficiency, quality, and decision-making in day-to-day work.
- Proven ability to operate effectively with a global-first mindset.
- Experience integrating or aligning previously separate functions or teams, with a bias toward resolving conflict directly.
- Excellent executive communication skills — able to synthesize complex, sometimes conflicting inputs into a clear point of view.
- Curiosity about and some working experience with AI and agentic AI tools as they apply to media operations, planning, or account management.
- Sales Planning and Account Management are operating against shared goals and a single set of priorities, with materially fewer cross-team escalations than today.
- AMER sales leadership sees this role as a trusted, senior partner and involves this person in commercial strategy discussions proactively.
- The combined team has a clear structure, defined growth paths, and measurable improvement in retention of key talent.
Skills
- Media planning
- Booking mechanics
- OMS
- Rate card/pricing logic
- Order and revenue reconciliation
- Revenue-discrepancy escalation
- Risk forecasting
- Sales estimates
- Yield management
- Inventory management
- Margin management
- Inventory forecasting
- Inventory mapping
- Sell-through rate analysis
- Pricing/margin optimization
- AI tools
- People management
- Leading through influence
- Executive communication
- AI and agentic AI tools
Location
- New York
Work Type
- Hybrid
Experience Level
- 8+ years of experience
- 3+ years of people management experience
Salary/Compensations
- $175,000 - $200,000
Benefits
- Competitive compensation packages (base salary and annual bonuses)
- “Work your way” with flexibility
- Remote-friendly approach to collaboration
- Option to join on-site
- Flexible schedule
- Work-life balance
- Donation matching
- Tuition assistance
- Lifestyle benefit
- Travel perks
- Employee assistance program
- Health benefits
- Generous referral scheme
About the Company
- The Tripadvisor Group connects people to experiences worth sharing, and aims to be the world’s most trusted source for travel and experiences.
- We leverage our brands, technology, and capabilities to connect our global audience with partners through rich content, travel guidance, and two-sided marketplaces for experiences, accommodations, restaurants, and other travel categories.
- The subsidiaries of Tripadvisor, Inc. (Nasdaq: TRIP), include a portfolio of travel brands and businesses, including Tripadvisor, Viator, and TheFork.
Equal Opportunity
- We strive to create an accessible and inclusive experience for all candidates. If you need a reasonable accommodation during the application or the recruiting process, please make sure to reach out to your individual recruiter or our team at AccessibleRecruiting@tripadvisor.com.