- Company Name
- Expedia Group
- Job Title
- Director, B2B Sales Solutions & AI Innovation
- Job Description
-
Job Title: Director, B2B Sales Solutions & AI Innovation
Role Summary: Directs the development, deployment, and continuous improvement of sales tools, processes, and AI-driven capabilities that enable global B2B sales teams to achieve higher productivity, consistency, and revenue outcomes. Leads a focused cross‑functional team and partners with sales, product, marketing, finance, and operations to translate business needs into scalable, repeatable solutions.
Expectations: • Own end‑to‑end sales enablement strategy and roadmap, aligned with commercial goals.
• Drive data‑driven decision making for tool adoption, ROI measurement, and process optimization.
• Foster a culture of innovation, change readiness, and cross‑team collaboration across a matrixed organization.
• Influence senior leadership and secure investment in capability initiatives.
Key Responsibilities:
- Develop long‑term vision and strategic roadmap for Sales Capabilities.
- Lead and mentor high‑performing teams in process design, tooling, capability development, and change management.
- Identify capability gaps, evaluate external solutions, and build business cases for tool acquisition or development.
- Champion AI‑enabled solutions and integrate them into sales workflows; oversee vendor engagement, contracting, and rollout.
- Design and execute adoption plans, communication strategies, and training programs to maximize uptake globally.
- Measure, report, and optimize ROI, effectiveness, and adoption metrics.
- Collaborate with Product, Tech, Marketing, Operations, and Sales Excellence to ensure cohesive execution.
- Escalate field capability issues and drive resolution.
Required Skills:
- 10+ years in Sales/Commercial/Revenue Operations; 5+ years in leadership of process, tooling, or capability teams.
- Proven success designing and scaling complex sales processes in global organizations.
- Deep expertise in sales technology (CRM, automation, enablement platforms) with strong Salesforce experience.
- Experience implementing AI‑powered tools or automation initiatives.
- Strong stakeholder management, ability to influence senior leaders.
- Exceptional communication, strategic thinking, project leadership, and change management skills.
- Comfortable navigating ambiguity and building structure in evolving environments.
Required Education & Certifications:
- Bachelor’s degree in Business, Marketing, Information Systems, or related field (Master’s preferred).
- Relevant certifications in Sales Operations, Project Management, or Change Management (e.g., Certified Sales Operations Professional, PMP, Prosci) desirable.