Own end-to-end Variable Incentive Plans (VIP) & SPIFF program management, from recommendation through delivery, including new plans and exceptions.
Act as Sales Incentives subject matter expert building consensus with HR Compensation, HRBP and Finance ahead of Steering Committee review, and own preparation of Steering Committee approval materials (why, what, when, who, financial and employee impact).
Serve as a trusted advisor to Sales Leadership on incentive strategy, commercial structure, and execution rhythm.
Coordinate directly with Legal, Local Geo/Works Council teams, Finance, and Employee Communications as needed for VIP plan implementation.
Own the overall communication plan for VIP and commercial program changes. Communicate program vision and impact to senior leadership and wider organisation with clarity and confidence.
Own and Evolve the Sales Operating Model
Lead and partner with Sales Leaders and HR to define the evolution of the Sales Blueprint and Operating Framework, defining roles, competencies, KPIs, and actions that underpin sales excellence.
Lead the ongoing refinement, adoption, and execution of partner Tier Segmentation, ensuring clear differentiation of priorities, resourcing, and commercial approach, and driving consistent application across sales teams.
Drive adoption of the blueprint and sales frameworks across regions, embedding them into onboarding, coaching, and performance management.
Act as the connector between strategy and execution, ensuring sales excellence and VIP design are lived consistently across teams and regions.
Lead Strategic Sales Excellence Initiatives
Identify and lead complex, cross-functional programs that enhance sales performance and scalability, defining scope, governance, milestones, and success metrics.
Mobilize and influence senior stakeholders across Sales, Product, Legal, Finance, HR, and Commercial Operations.
Use data and AI to define KPIs, track sales excellence and VIP program effectiveness,



and identify opportunities to simplify reporting and speed up decisions.
Strong program management and execution skills.
Strong track record leading sales excellence, enablement, or commercial strategy programs at scale.
Comfortable operating at Senior Manager level: representing the function to senior stakeholders (VP+) with autonomy and minimal oversight.
AI-savvy and data-literate; confident using AI tools and data to shape design decisions, not just report on them.
Skilled at navigating cross-functional ambiguity across Sales, HR/Compensation, Legal, Finance, and Comms, particularly given the shifting ownership boundaries with HR Compensation.
Bachelor’s degree in Business, Finance, or related field; Travel or B2B SaaS experience preferred.
The total cash range for this position in Madrid is €70,000.00 to €98,000.00. Employees in this role have the potential to increase their pay up to €112,000.00, which is the top of the range, based on ongoing, demonstrated, and sustained performance in the role.
Starting pay for this role will vary based on multiple factors, including location, available budget, and an individual’s knowledge, skills, and experience. Benefits and perks Expedia Group offers benefits and perks designed to support employees and their families, including medical, dental, and vision coverage, paid time off, an Employee Assistance Program, wellness and travel reimbursement, travel discounts, and International Airlines Travel Agent Network (IATAN) membership. About Expedia Group Expedia Group includes three flagship consumer brands - Expedia, Hotels.com, and Vrbo - along with a leading B2B travel business and travel advertising offerings. Across our brands and business, we help travelers explore the world with confidence and ease.
Important notice Employment opportunities and job offers at Expedia Group will always come from Expedia Group’s Talent Acquisition and hiring teams. All qualified applicants will receive consideration for employment without regard to race, religion, gender, sexual orientation, national origin, disability or age.
#

📌 Senior Manager Commercial Operations (Madrid)
🏢 Expedia Group
📍 Madrid