From Tripadvisor's posting. “We” and “our” refer to the employer.
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. 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
This is a newly created role that sits above where AM and Sales Planning leadership have historically sat in AMER, bringing both functions together under one leader. Success in the first year will depend on building strong relationships with AMER’s Senior leadership and establishing, in practice, how Planning and Account Management Priorities get aligned to. We’re looking for someone who’s energized by that kind of build.
The Associate Director will lead an organization of approximately 25 people across Sales Planning and Account Management. They would own the operating cadence and commercial strategy for both functions. This person will report to the Global Director of Commercial Operations, with both the Account Management and Sales Planning leadership reporting directly into them.
Location: New York- 1-2 days in the New York Office
What You’ll Do:
Own end-to-end leadership of the AMER Sales Planning and Account Management functions, including the managers of each team and their combined ~25-person organization.
Oversee the Sales Planning discipline — media plan development, pricing/rate card strategy, RFP response, and revenue/booking accuracy — ensuring the Planning team operates with accountability, rigor and speed as deal volume and complexity grow.
Oversee the Account Management — post-sale client partnerships, campaign trafficking coordination, launch, client-facing reporting, and renewal/upsell partnership with Sales — ensuring Account Management delivers a consistently strong client experience at scale, driving business forward.
Serve as final decision-maker cross-functionally between Sales Planning and Account Management — including but not limited to, prioritization, workflows, resourcing, and process disputes.
Share accountability, alongside AMER sales leadership, for the region's revenue number as a commercially-facing leadership role.
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 across both teams.
Act as the primary point of connection between Planning/Account Management and both AMER senior sales leadership and cross-functional partners (Ad Operations, Marketing, systems, & other GPS Teams), building the credibility needed to influence deal strategy and go-to-market execution at a senior level.
Serve as the direct escalation point on enterprise accounts and large/complex deals both internally and externally as a — policy-level decision-maker & during client-facing escalations and high-stakes execution when needed.
Able to invest in focused leadership coaching and development. Own succession planning and build real growth paths for high-potential team members at and below the manager level.
Partner with Sales Enablement to ensure ongoing training and process materials reflect how Planning and Account Management actually operate, and evolve as the org and business changes.
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, putting priority into effective, seamless, and renewable client relationships that are built on strategic programs, overcommunication, proactive mindset and actioning.
Act as a visible steward of the team with direct client interaction (as needed) and participation in relevant conferences and industry events that help propel the business forward.
Skills & Experience: 8+ years of progressive experience spanning both Account Management and Sales Planning (or directly equivalent commercial/revenue operations functions), with genuine, hands-on strength in both — not a background in one with passing exposure to the other.
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). Revenue-discrepancy escalation to Rev Ops, risk forecasting, and sales estimates understanding.
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 — with the judgment to apply that lens as AI-driven tools increasingly reshape how planning and forecasting work gets done.
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 rather than avoiding or escalating it.
Excellent executive communication skills — able to synthesize complex, sometimes conflicting inputs from Cross Functional peers, clients, Sales, Planning, and Account Management 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 — and the ability to translate that into practical input on how our processes, tools, or product offering should evolve as the media business changes.
What Success Looks Like in the First Year
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 — not just an operational function — 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.
What We Offer
Competitive compensation packages (routinely benchmarked against the latest industry data), including base salary and annual bonuses
“Work your way” with flexibility to suit your lifestyle. Tripadvisor Group takes a remote-friendly approach to collaboration across a worldwide team, with the option to join on-site as often as you’d like or as required by your team.
Flexible schedule. Work-life balance is ingrained in our culture by design. Trust and accountability make it work.
Donation matching. Give back? Give more! We match qualifying charitable donations annually.
Tuition assistance. Want to level up your career? We love to hear it! Receive annual support for qualified programs.
Lifestyle benefit. An annual benefit to spend on yourself. Use it on travel, wellness, or whatever suits you.
Travel perks. We believe that travel is employee development, so we provide discounts and more.
Employee assistance program. We’re here for you with resources and programs to help you through life’s challenges.
Health benefits. We offer great coverage and competitive premiums.
Generous referral scheme. Help us grow and be rewarded with generous awards for referring successful candidates.
Our Cultural Pillars:
Traveler first
We exist to create value for our customer, the traveler. We enable our suppliers and partners to unlock this value. Their collective behaviors and insights are what drives us.
Execution is our edge
We act fast, experiment, learn from failure, iterate, and improve the solutions of tomorrow across every aspect of our business. Our execution is agile, data-driven, prioritised, and built to scale. We assume no problem is someone else’s problem and finish what can be done today, knowing tomorrow will bring fresh challenges.
The salary range for this role is $175,000 - $200,000. This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range. An employee’s pay position within the wage range will be based on several factors including, but limited to, relevant education, qualifications, We succeed together
The best outcomes are driven by empathic, humble, and diverse subject matter experts working toward shared goals. We collaborate relentlessly, challenge assumptions, give actionable feedback, and set each other up for success through empowered teams with a clear charter. We transparently take ownership of our growth, individually and as a team. We celebrate the quality of our effort, our learnings, and our collective achievements.
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.
If you have any additional questions about careers at Tripadvisor you can email us at recruitment@tripadvisor.com. We have all the answers!
#TRIPADVISOR
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