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

Groupon is an AI-native company focused on transforming its platform to connect customers with local experiences. The Enterprise Business Development Manager will be responsible for acquiring new enterprise partnerships in the Things To Do vertical, negotiating complex deals, and ensuring a smooth transition to Merchant Success for activation.

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
• 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

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
• Familiarity 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