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Tripadvisor is seeking an Associate Director to lead a newly created role combining Account Management and Sales Planning functions across the Americas (AMER) region. This is a high-impact leadership opportunity to build and scale two critical commercial operations teams from the ground up.
You will lead approximately 25 people across Sales Planning and Account Management, reporting to the Global Director of Commercial Operations. Both the Account Management and Sales Planning managers will report directly to you. This role requires establishing operating cadences, commercial strategy alignment, and integrated decision-making between the two functions.
Key responsibilities include:
- End-to-end leadership of AMER Sales Planning and Account Management teams (~25 people total)
- Oversight of Sales Planning discipline: media plan development, pricing/rate card strategy, RFP response, revenue/booking accuracy
- Oversight of Account Management: post-sale client partnerships, campaign trafficking, client-facing reporting, renewal/upsell coordination
- Cross-functional decision-making authority on prioritization, workflows, resourcing, and process disputes
- Shared accountability for AMER regional revenue alongside sales leadership
- Primary connection point between Planning/Account Management and AMER senior sales leadership, Ad Operations, Marketing, and systems teams
- Escalation point for enterprise accounts and complex deals (internal and client-facing)
- Leadership development and succession planning for high-potential team members
- Collaboration with Sales Enablement on training and process materials
- Input on headcount planning, budget, quota setting, and regional assignment structure
- Direct client interaction and industry event participation as needed
Required experience: 8+ years of progressive experience spanning both Account Management and Sales Planning (or equivalent commercial/revenue operations), with genuine hands-on strength in both areas. Strong commercial background with comfort owning revenue outcomes and engaging on deal strategy. Working fluency in media planning, booking mechanics (OMS, rate cards, order/revenue reconciliation), yield/inventory/margin management, and forecasting. 3+ years of people management experience, including managing managers or multi-team organizations. Based in New York with 1-2 days in office per week.
