Business Development Manager

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. This is an individual contributor, quota-carrying sales role. As a Business Development Manager, you will be responsible for finding, developing, and closing new merchant partnerships on the Groupon platform within an assigned region. You are not managing a team; you own your own book of business and results.

Responsibilities

Generate new business by cold calling and prospecting local merchants within an assigned region, selling across all verticals including Beauty & Wellness, Food & Drink, Things To Do, and Home & Auto; Manage the full sales cycle from initial outreach and consultation through negotiation and close; Prospect new accounts through established networks, independent research, and the lead management pipeline; Develop a genuine understanding of each merchant's business to position Groupon as the right solution for their goals; Own the contract negotiation process, including margins, discounts, and deal structure; Apply consultative selling strategies to reach merchants' desired outcomes while maximizing revenue; Consistently achieve and exceed your individual sales targets; Partner with Merchant teams post-close to ensure a smooth account transition and aligned merchant strategy; Drive market growth by improving both the quality and revenue of merchants on the platform

Requirements

3+ years of business development or full-cycle sales experience is required; proven track record of hitting or exceeding quota; strong consultative selling, negotiation, and prospecting skills; the right balance of coachability and confidence; comfortable in a competitive, performance-driven environment; adaptable and solutions-oriented when facing new challenges or difficult conversations; strong accountability and ability to manage multiple priorities effectively; high standards of integrity and work ethic; genuine curiosity about people and local businesses, with the ability to build trust quickly; a self-starter who thrives on ownership and is motivated by achieving ambitious goals; consultative and confident, capable of leading conversations with business owners and adapting your pitch to their needs; resilient and results-oriented, maintaining focus and positivity in a fast-changing environment; collaborative and curious, eager to share insights and learn from your peers; passionate about helping small businesses succeed and excited to shape the future of local commerce

Nice to have

Experience working with local or small business merchants is strongly preferred; passion for AI or curiosity to explore how it can elevate your role

Benefits

Uncapped commission & bonus opportunities; Hybrid work model; Medical, dental, vision, life insurance, disability, FSAs, EAP, 401(k) match, ESPP, and more; Comprehensive training, ongoing coaching, and a supportive team committed to your success