Manager, B2B Sales Capabilities

Expedia, Inc.; City of London; On-site; GBP 70,000 - 90,000; Full time

Job summary

A leading travel technology company in the United Kingdom is seeking a qualified individual for Project & Capability Ownership. Candidates should have over 6 years of experience in Sales Operations and strong leadership capabilities. The successful applicant will own initiatives, drive execution, and enhance stakeholder relationships. This role offers a competitive benefits package, flexible work options, and opportunities for career development.

Benefits

Full benefits package

Exciting travel perks

Flexible work model

Career development resources

Qualifications

• 6–8+ years of experience in Sales Operations or related functions.
• Proven experience leading large-scale projects independently.
• Strong analytical skills with the ability to translate insights into recommendations.

Responsibilities

• Owns sales capability initiatives end-to-end, driving execution.
• Designs and executes change management and communication plans.
• Establishes trusted relationships with key stakeholders.

Skills

Sales Operations

Project leadership

Change management

Data analysis

Microsoft Office

Salesforce

Communication

Tools

Tableau

Job description

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.

Key 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

Skills & Experience Required

• 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

Preferred Qualifications

• 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

Accommodation requests

If you need assistance with any part of the application or recruiting process due to a disability, or other physical or mental health conditions, please reach out to our Recruiting Accommodations Team.

We are proud to be named as a Best Place to Work on Glassdoor in 2024 and be recognized for award‑winning culture by organizations like Forbes, TIME, Disability:IN, and others.

Expedia is committed to creating an inclusive work environment with a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, religion, gender, sexual orientation, national origin, disability or age.