Bachelor's degree in Business, Sales, Marketing, or related field.
5+ years of Enterprise-level sales experience, preferably in the restaurant or hospitality sector.
Proven track record of exceeding revenue and profit targets in new business roles.
Strong consultative selling skills with experience in complex negotiations.
Ability to navigate and negotiate with corporate and franchise decision-makers.
Experience in fast-paced sales environments with a focus on digital marketing strategies.
Responsibilities
Identify and close new national and multi-market Food & Drink opportunities.
Re-engage lapsed Enterprise restaurant brands to drive renewed partnerships.
Prospect high-value accounts using a consultative, solution-oriented approach.
Manage the full sales cycle from identification to negotiation and closing.
Learn brand-specific operational models and market dynamics to tailor offers.
Negotiate complex commercial terms while adhering to company guidelines.
Collaborate with Merchant Development and internal teams for successful deal execution.
Benefits
Hybrid work model with flexibility for remote work.
Comprehensive benefits package including Medical, Dental, and Vision.
401(k) match and Employee Stock Purchase Plan (ESPP).
Opportunity to make a significant impact in a key business category.
Autonomy to influence how major brands are represented on Groupon.
Full Job Description
Enterprise Business Development Director, Food & Drink
Chicago (35 W. Wacker Dr.); Dallas, Texas, United States; Remote, United States About the Role
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.
You'll work within our enterprise sales process, and you'll decide how best to build your pipeline, engage target accounts and structure profitable partnerships. You'll work closely with the broader Enterprise Sales and Merchant Development teams so every deal launches successfully.
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. You'll use your network, outbound outreach, research and inbound pipeline.
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.
What We're Looking For
Required
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. This includes navigating the line between corporate and franchise decision-makers.
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).
Why You'll Love It Here
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
#LI-Hybrid
About Groupon, Inc
Groupon is an American global e-commerce marketplace connecting subscribers with local merchants by offering activities, travel, goods and services in 15 countries. Based in Chicago, Groupon was launched in November 2008, and the first market for Groupon was Chicago, followed soon thereafter by Boston, New York City and Toronto. By October 2010, Groupon was available in 150 cities in North America and 100 cities in Europe, Asia and South America, and had 35 million registered users. In November 2011, Groupon went public at a valuation of $12.7 billion. Groupon has been criticized for allegedly inflating its original value proposition, for being a middleman, taking too large a cut, and for being difficult to cancel.
