Enterprise Account Director

Groupon•Newark, NJ

5d•$63,000 - $86,000

About The Position

Groupon is a marketplace where customers discover new experiences and services everyday and local businesses thrive. To date we have worked with over a million merchant partners worldwide, connecting over 16 million customers with deals across various categories. In a world often dominated by e-commerce giants, we stand out as one of the few platforms uniquely committed to helping local businesses succeed on a performance basis. Groupon is on a radical journey to transform our business with relentless pursuit of results. Even with thousands of employees spread across multiple continents, we still maintain a culture that inspires innovation, rewards risk-taking and celebrates success. The impact here can be immediate due to our scale and the speed of our transformation. We're a "best of both worlds" kind of company. We're big enough to have the resources and scale, but small enough that a single person has a surprising amount of autonomy and can make a meaningful impact. About the role : The Enterprise Sales Representative for Things To Do manages and expands Groupon’s national portfolio of high-value partners in the experiences, attractions, and entertainment sectors. This role directly supports Groupon’s growth strategy by driving revenue and margin expansion through strategic account management and innovative partnership models. Now is the time to scale this capability — success in this role will unlock stronger partner relationships, improved profitability, and sustained growth in one of Groupon’s most dynamic verticals. North Star : Expand and optimize Groupon’s Things To Do merchant portfolio by delivering sustainable revenue and margin growth through strategic account management, innovative partnership models, and data-driven sales execution.

Requirements

5+ years of enterprise sales or strategic account management experience specifically in Things To Do supply negotiations and expansion (attractions, entertainment, tours, activities, or related verticals).
Demonstrated track record of delivering multi-million dollar account growth with specific examples of revenue expansion across major partnerships.
Proven strategic work for major accounts, including examples of transformational partnership structures, pricing models, or go-to-market strategies that drove measurable business impact.
Strong analytical capabilities with demonstrated experience working with unit economics, financial modeling, and performance data to drive meaningful changes and achieve sales goals.
Leadership experience mentoring sales professionals or cross-functional teams, with a track record of elevating team capabilities and building best-in-class enterprise sales practices.
Exceptional consultative selling, negotiation, and C-level presentation skills with the ability to drive strategic conversations and challenge the status quo.
Data-driven decision-making capabilities with comfort analyzing complex datasets, building business cases, and translating insights into action.
High proficiency in CRM systems (Salesforce), pipeline management tools, and Excel/analytical tools.
Proactive, self-starter mentality with demonstrated ability to shape outcomes rather than wait for direction.

Nice To Haves

Existing senior relationships within the Things To Do / attractions / entertainment sectors strongly preferred.

Responsibilities

Strategic Growth & Transformation Drive sustainable double-digit growth across a book of business of $1M+ national accounts with multi-venue locations.
Transform sales strategies and long-term planning to unlock new growth pathways and partnership models.
Proactively identify and execute growth opportunities before partners or competitors do.
Build and maintain senior-level (C-suite) relationships with decision-makers by driving meaningful, strategic conversations.
Deeply understand all facets of partners' businesses - operations, marketing, distribution, pricing, seasonality - to deliver consultative, value-driven solutions.
Analyze unit economics and performance data to identify margin optimization opportunities and design partnership structures that drive mutual profitability.
Partnership Innovation & Business Development Expand existing relationships via upselling, cross-selling, and margin-improvement initiatives.
Integrate flash-sale activations into partner negotiations as a standard growth lever.
Leverage data and market insights to uncover new revenue opportunities and model business cases for partnership investments.
Push the boundaries of what Groupon can offer by advocating for product and technology enhancements that support growth plans.
Crunch numbers and build financial models to support strategic recommendations and demonstrate ROI to partners and internal stakeholders.
Flash-Sale & Campaign Leadership Lead the design and rollout of limited-time promotional campaigns with partners.
Collaborate with marketing, operations, and finance to ensure flawless execution.
Measure campaign ROI and analyze performance data to present learnings and optimize future initiatives.
Cross-Functional Leadership & Influence Work cross-functionally to drive changes in product, tech, and operations that are required to execute growth strategies.
Push back on systems, processes, or internal barriers that impede progress without delivering meaningful value to partners or Groupon.
Conduct regular business reviews and in-person partner meetings with data-driven insights and actionable recommendations.
Serve as a trusted advisor on category trends and competitive opportunities.
Partner cross-functionally to ensure contract accuracy, operational readiness, and partner satisfaction.