Associate Director, AMER Account Management & Planning

About this role

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

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