Enterprise Business Development Manager / Director - Food & Drink

Groupon•Chicago, IL

1d•$130,000 - $150,000•Hybrid

About The Position

Groupon is seeking an Enterprise Business Development Director for Food & Drink to find and close new Enterprise partners, including national and multi-market restaurant brands, multi-unit franchise groups, hospitality groups, and food and beverage destinations. The role involves positioning Groupon as a marketing and customer acquisition channel to fill seats, drive trial, and build repeat traffic. The Director will negotiate strategic, high-impact deals, manage the full sales cycle from identification to close, and collaborate with internal teams to ensure successful deal execution and long-term brand strategy alignment. This is a consultative sales role requiring the ability to open doors with restaurant executives, navigate complex organizations, and build profitable commercial offers.

Requirements

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.

Nice To Haves

Experience selling to national chains, multi-unit franchisees or franchisors, or restaurant groups, including 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).

Responsibilities

Find and close new national and multi-market Food & Drink opportunities across various dining sectors and experiences using 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.
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.
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.
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.