[Hiring] Enterprise Business Development Manager / Director - Food & Drink @Groupon

Role Description

As Enterprise Business Development Director for Food & Drink, you'll find and close new Enterprise partners. These include national and multi-market restaurant brands, multi-unit franchise groups, hospitality groups, and food and beverage destinations. You'll position Groupon as a marketing and customer acquisition channel that fills seats, drives trial and builds repeat traffic. You'll also negotiate strategic, high-impact deals that deliver results for merchants and subscribers.

This role is for you if you're a consultative seller who can open doors with restaurant executives and franchise operators, work through complex organizations, and build commercial offers that make sense for the brand.

What You'll Accomplish

• Enterprise acquisition and deal closing
  • Find and close new national and multi-market Food & Drink opportunities across QSR, fast casual, casual and upscale dining, bars and breweries, entertainment dining, and food and beverage experiences.
  • Re-engage Enterprise restaurant brands that have lapsed or haven't featured on Groupon recently.
  • Prospect into targeted, high-value accounts with a consultative, solution-led approach.
  • Own the full sales cycle: identification, outreach, pitch, negotiation and close.
• Consultative selling and deal structuring
  • Learn each brand's operating model, guest profile, daypart and traffic patterns, competitive landscape and unit economics.
  • Build data-backed offers that fill off-peak capacity, drive new-guest trial and support new-location launches, while meeting Groupon's objectives.
  • Negotiate complex commercial terms within guidelines, including margin, caps, pricing, unit economics, redemption rules and franchise or location participation.
• Cross-functional collaboration
  • Work closely with Merchant Development for a smooth handoff after close and alignment on long-term brand strategy.
  • Partner with internal teams so offers can be executed across locations and are set up to perform.
• Operational excellence
  • Keep pipeline activity accurate and follow sales processes and CRM expectations.
  • Manage several deals at once with strong prioritization and organization.
  • Communicate clearly with internal and external audiences, including preparing pitch materials and presenting one-on-one or to small groups such as brand marketing teams, franchise owners and C-suite operators.

Qualifications

• Bachelor's degree in Business, Sales, Marketing or a related field.
• 5+ years of Enterprise-level sales experience. Experience selling to restaurant, hospitality, or food and beverage brands is strongly preferred.
• A track record of exceeding revenue and gross profit targets in new business roles.
• Strong consultative selling skills and comfort leading complex commercial conversations.
• Proven ability to negotiate sophisticated deal structures.
• Experience in fast-paced, high-velocity sales environments.
• Familiarity with digital marketing or online guest acquisition strategies.

Preferred

• Experience selling to national chains, multi-unit franchisees or franchisors, or restaurant groups.
• Background in restaurant technology, delivery, reservations, loyalty or local marketing platforms.
• Understanding of subscription, voucher, performance-based or marketplace business models.
• A strong record of high close rates, particularly on Tiered Merchant Contracts (TMC).

Benefits

• Total compensation: Up to $300,000 (base plus performance incentives)
• Base salary: $130,000–$150,000
• Hybrid work model: 3 days a week in the Chicago office; Remote is possible for the right fit
• Full benefits: Medical, Dental, Vision, EAP, 401(k) match, ESPP, Life and Disability Insurance, FSAs and more
• Real impact: Food & Drink is one of Groupon's most visible categories
• Autonomy and ownership: A chance to shape how major national restaurant brands show up on Groupon