Enterprise Business Development Manager - Things to Do (TTD) - NYC/North East

Groupon

1d•$66,000 - $110,000•Hybrid

About The Position

Groupon connects 42 million customers with local experiences - restaurants, events, wellness and travel - and the million-plus merchants who deliver them. Our mission is to get people offline and into the real world at prices that make it possible. We're an AI-native company in the middle of a platform transformation, moving from a deals marketplace to an experience discovery platform that works for customers and merchants at the same time. Groupon’s Things To Do vertical is scaling nationwide, and closing that gap means landing new and valuable merchants and getting them excited to join the marketplace. This role owns new-logo enterprise acquisition — nationwide chains and multi-market operators in Local Activities, Tours & Attractions. Reporting to your Team Manager, you’ll carry real discretion on deal structure, margin, and contract terms within Enterprise guidelines. You’ll be incentivized based on signed, activated revenue and new accounts. North Star Turn Groupon’s pipeline for new business — nationwide and multi-market TTD brands that have never signed or aren’t currently live — into activated, revenue-generating and long term partnerships. Note: Would require 4-6 weeks of Chicago travel in the first two months for training

Requirements

BS/BA in Business, Sales, or a related field, or equivalent experience.
3-5+ years of Enterprise B2B sales experience — Things to Do is the preference. SaaS, digital media, or a fast-moving marketplace also valuable — closing complex, multi-stakeholder deals.
A track record of hitting or beating New Revenue or Gross Profit and GP% targets, with strong historical close rates on time-to-market-critical (TMC) deals.
Fluency in deal structuring: margin, contract terms, and the judgment to know when to hold the line and when to flex.
Familiarly with ticketing / reservation platforms and connectivity APIs.
Comfort running the full sales cycle solo, from independent research and lead management through close, with minimal oversight.
You are a strategic thinker and presenter, and a go-getter, always driving growth and scale.
Working AI fluency — you use AI tools as a default part of prospecting and deal prep, not an occasional experiment.

Nice To Haves

Things to Do industry experience
SaaS, digital media, or a fast-moving marketplace experience
Familiarity with ticketing / reservation platforms and connectivity APIs
AI fluency is a requirement from the day of hire. Use AI tools daily for prospecting, research, and outreach drafting to compress the time between first contact and signed contract. You have built automations and can create agents to help you scale your work. Groupon uses Claude CoWork and Claude Code but any similar experience is useful.
You understand and can navigate the Things to Do industry and can easily articulate the nuances with static, variable, and dynamic pricing. You understand redemption and voucher methodologies (or you’re a quick study and curious to learn)

Responsibilities

Run disciplined B2B outreach against a targeted list of high-value nationwide and multi-market prospects, pulling from your own network, independent research, and the lead pipeline.
Source, pitch, negotiate, and close nationwide and multi-market TTD merchants often at the c-suite level.
Structure and negotiate complex deal terms — pricing, margin, availability and contract structure — using Enterprise guidelines.
Understand partner needs and motivations before every pitch: business model, consumer base, competitive position, and profit drivers — so you negotiate from insight.
Hand off cleanly to Merchant Success after close — align on deal terms and strategy so activation doesn’t lose the momentum you built in the close.
Present merchant with strategic proposals and insights to win the deals
Understand and communicate industry trends and insights to Groupon leadership to influence and shape our strategic roadmap for the Things to Do business.
Use AI tools daily for prospecting, research, and outreach drafting to compress the time between first contact and signed contract. You have built automations and can create agents to help you scale your work.
Triage how the offer structures will work in terms of connectivity (Voucher, API), tax, reconciliation and more (with input from other teams). You’ll receive training but need to be comfortable learning these nuances and working collaboratively with other departments to solve problems.