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

About the Role

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

What You'll Do

• 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.

• New-logo enterprise 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

• 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)

• Understand and communicate industry trends and insights to Groupon leadership to influence and shape our strategic roadmap for the Things to Do business.

• 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.

• 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.

What You Bring

• 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.

Who You Are

• Tenacious, but not rigid — you know when flexibility wins the deal. You can read a room and pivot accordingly to land the story.

• A closer who treats “no” as a data point, not a stop sign.

• Comfortable being measured on revenue outcomes, not activity.

• You use AI as a genuine productivity multiplier, not a novelty.

• You build your own playbook when the standard one doesn’t fit the account.

How We Operate

At Groupon, we build on five principles: Extreme Ownership, Speed Over Comfort, Impact Obsessed, Simplify to Scale, and Disciplined. These aren’t values on a wall — they’re how we expect everyone to show up. In this role, these principles mean:

• Extreme Ownership — Your pipeline, your number. You don’t wait on marketing-sourced leads to hit target; you build your own path to close.

• Speed Over Comfort — You send the outreach before the pitch deck is perfect. Cold, nationwide accounts don’t wait for polish.

• Impact Obsessed — You chase the logos that move GP, not the easy wins that pad activity metrics.

• Simplify to Scale — When a deal structure works on a hard account, you document it so the next rep closes faster.

• Disciplined — Your CRM mirrors reality: pipeline stage, next step, follow-up, always current, never optimistic.

How We Measure Your Success

• New enterprise TTD logos signed per quarter (nationwide + multi-market), GP-weighted.

• New Gross Profit and GP% delivered against target.

• Close rate on time-to-market-critical (TMC) deals.

• Pipeline conversion rate from first contact to signed contract.

• Clean handoff rate to Merchant Success — deals that activate on strategy, without renegotiation.

Why You’ll Love It Here:

• Base Salary: $66K–$110K + 60% bonus target
• Full benefits package including Medical, Dental, Vision, EAP, 401(k) Match, ESPP, Life & Disability Insurance, FSAs, and more
• Real impact on a high-visibility category
• Autonomy, ownership, and a chance to influence how major national brands show up on Groupon