Enterprise Account Manager – Things To Do (TTD)

Groupon • Chicago, IL

1d • Hybrid

About The Position

Groupon's Things To Do vertical, which includes local activities, family entertainment, tours, and attractions, is experiencing rapid growth. This role is designed for a proactive individual who can identify market opportunities, secure strategic partnerships, and close deals that significantly contribute to the business. The primary objective is to bring top-tier operators in Local Activities and Attractions onto the Groupon platform. This involves building relationships with major attractions, theme parks, tour operators, escape rooms, trampoline parks, zoos, axe-throwing venues, family entertainment centers, and regional tour operators through a relationship-driven, commercially astute enterprise sales approach. The role encompasses the entire sales cycle, from initial outreach to contract finalization, with success measured by the Gross Profit (GP) generated from these deals. Existing relationships within the Local Activities or Family Entertainment Centers (FECs) sector are considered a significant advantage. The ultimate goal is to establish Groupon as the preferred partner for top Local Activities and Attractions operators seeking to drive demand, by signing deals that demonstrate substantial revenue impact, launching exclusive offers, and fostering long-term partnerships for sustainable growth.

Requirements

• 2-5+ years in B2B sales.
• Strong preference for experience in Things to Do, marketplace/experience economy, hospitality, entertainment, or adjacent industries.
• Proven track record of closing complex, multi-stakeholder enterprise deals.
• Experience negotiating margin, deal terms, or pricing structures in a supply or commercial context.
• Ability to build a business case, model deal economics, and negotiate multi-variable terms.
• Comfortable presenting to and negotiating with senior operators, GMs, and ownership groups.
• Treat pipeline as a portfolio, assessing quality, cutting underperformers, and focusing on high-potential opportunities.
• Proactive approach to sending outreach and booking meetings.
• AI fluency and experience using AI tools in a workflow.
• Proficiency in Claude cowork.
• Accountability for outcomes and a drive to achieve results.
• A builder mentality, pushing limits and challenging the status quo.

Nice To Haves

• Existing relationships in Local Activities or Family Entertainment Centers (FECs).
• Existing relationships in the broader Attractions category.
• Experience in the experience economy.
• Experience in hospitality or entertainment industries.
• Experience selling intangible products.

Responsibilities

• Own the full sales cycle: Prospect, pitch, negotiate, and close enterprise-level supply deals across Local Activities, Family Entertainment, and Tours & Attractions.
• Build and manage a disciplined pipeline of 75+ targeted accounts, tiered by GP potential and strategic fit.
• Structure deals that benefit both parties, including net-to-retail pricing, margin-aware deal architecture, and activation timelines.
• Drive strategic growth plans and engage with C-suite level executives to expand Groupon’s presence with top merchants.
• Identify and pursue new business opportunities in underserved market segments within the Things to Do vertical.
• Develop and present a clear point of view on deal structure, pricing strategy, and launch approach during negotiations.
• Leverage existing network and relationships within the Local Activities or FEC space.
• Prioritize deals based on revenue impact and customer experience potential.
• Collaborate with Category and Account Management teams to ensure smooth activation of new partners.
• Provide commercial intelligence to the team regarding partner feedback, competitor offerings, and effective deal structures.
• Understand unit economics, margin expectations, and negotiation strategies.
• Maintain pipeline hygiene, stage accuracy, and real-time updates in Salesforce.
• Utilize AI tools for prospecting, outreach drafting, deal research, and preparation.

Benefits

• Base compensation: $55,000-$75,000 + bonus
• OTE: approx. 120K+
• Hybrid work model (3 days/week in Chicago office)
• Alternate locations: Can be remote for the right fit
• Full benefits package including Medical, Dental, Vision, EAP, 401(k) Match, ESPP, Life & Disability Insurance, FSAs, and more.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed