Enterprise Key Account Manager (Fixed-Term Contract, 12 months)

Groupon connects 42 million customers with local experiences - restaurants, events, wellness and travel - and the million-plus merchants who deliver them. As a Key Account Manager, you will be responsible for managing and developing a portfolio of high-value and strategic merchant partners across various categories related to Things to Do. You'll drive both growth and retention by building trusted relationships, optimizing existing partnerships, and identifying new business opportunities through proactive outreach and strong market understanding. North Star: Strengthen Groupon's strategic merchant portfolio by managing key partnerships, securing new high-value collaborations, and driving sustainable growth across all categories and regions. Main focus is Special offers, only for Groupon (ad hoc prices), with dynamic and full price as complements.

Responsibilities

Develop new business opportunities by identifying and reaching out to prospective key accounts across sectors, prioritizing TTD; Build a high-quality pipeline of National and Enterprise merchants; Potentially manage a diverse portfolio of existing key merchant partners across multiple categories (F&D, hotel/restaurant chains, services); Lead commercial conversations with senior stakeholders to present partnership opportunities, negotiate contracts, and close new deals; Structure and negotiate deals that are commercially strong, scalable, and deliver real customer value; Ensure accurate reporting of market insights and partner information in CRM tools and shared reporting systems; Analyze campaign performance to continuously improve results; Oversee the full lifecycle of signed operations, from deal launch to post-campaign follow-up; Maintain long-term relationships with partners, ensuring satisfaction and optimizing performance; Collaborate cross-functionally with Marketing, Reporting, Operations, Risk, Legal and other internal teams; Coordinate communication plans with key partners and align on annual promotional calendars; Support cross-country coordination for international brands with cross-market potential; Participate in trade fairs, meetings, and external events to represent Groupon and build new partnerships; Contribute to team cohesion and performance, sharing best practices and supporting collective goals; Perform related duties necessary to support the success of the team and the business; Be actively involved in AI expertise to drive innovative project development, maximize sales performance, and continuously optimize company processes; Own a book of Unique Merchants from the Connectivity lead pool, prioritised by value; Build direct relationships with merchant decision-makers (owners, park directors, commercial heads); Sign contracts in Salesforce using the standard Connectivity contract and macro agreement; Hand over to Connectivity Operations for mapping, then follow each deal to launch; Monitor live deals (sales per deal and per day live) and propose improvements; Lead Management coordination and prioritization; Keep Salesforce pipeline data accurate and up to date

Requirements

Demonstrable experience in account management, business development, or B2B sales (typically around 2–5 years) in sectors such as e-commerce, travel, hospitality, or entertainment; 2–5+ years in B2B sales, partnerships or business development in travel, tours, attractions or experiences (OTA, DMO, tour operator, ticketing or booking-platform side); Understands booking systems and channel managers (OCTO, Bokun, Ventrata, FareHarbor and similar) and how product codes, pricing and availability flow through a feed; Autonomous but collaborative, able to work with Legal, Ops, Editorial, Pricing and Marketing across countries; Strong negotiation and long-term relationship-building skills, with experience engaging decision-makers at senior levels; Organised and process-driven, with excellent organizational and communication skills and the ability to manage multiple projects simultaneously; Proficiency with CRM tools (e.g., Salesforce) and collaborative platforms for reporting and partner tracking; Ability to analyze data, identify trends, and translate insights into actionable strategies; Comfort using AI tools, automation, and data analytics to improve sales effectiveness; Fluent in English & Italian; Willingness to travel occasionally to meet partners or attend industry events

Nice to have

Proficiency in additional languages beyond English and Italian