Enterprise Account Manager - Things To Do

About the role

Groupon is seeking a driven sales professional to expand its offerings in the rapidly growing Things to Do category. This role focuses on acquiring new enterprise partners, specifically top-tier operators in local activities and attractions, through strategic, relationship-based sales. You will be responsible for the entire sales process, from initial contact to closing deals, with success measured by the gross profit generated.

Key facts

What you'll do

• Manage the complete sales cycle for enterprise-level deals within Local Activities, Family Entertainment, and Tours & Attractions.
• Cultivate and maintain a focused pipeline of over 75 target accounts, prioritizing those with high gross profit potential and strategic alignment.
• Design deal structures that benefit both Groupon and partners, considering net-to-retail pricing, margin, and effective activation timelines.
• Develop strategic growth plans and engage with C-suite executives to enhance Groupon's presence with leading merchants.
• Identify and pursue untapped market opportunities within the Things to Do sector, such as underrepresented attraction groups or emerging activity categories.
• Propose and negotiate deal terms, pricing strategies, and launch approaches, with the ability to push back on unfavorable terms.
• Utilize existing relationships within the Local Activities or Family Entertainment Center (FEC) space to accelerate business development.
• Evaluate potential partnerships based on their revenue impact and customer experience contribution.
• Collaborate with Category and Account Management teams to ensure a smooth transition from contract signing to campaign launch and performance.
• Provide market insights and commercial intelligence to the team regarding partner feedback, competitor offerings, and successful deal structures.
• Understand and negotiate deal economics, focusing on sustainable margins.
• Maintain accurate and up-to-date records in Salesforce.
• Integrate AI tools into daily workflows for prospecting, outreach, and research.

Requirements

• 2-5+ years of experience in B2B sales, with a preference for experience in the Things to Do, experience economy, hospitality, entertainment, or related industries.
• Demonstrated success in closing complex, multi-stakeholder enterprise deals.
• Existing relationships within Local Activities, Family Entertainment Centers (FECs), or the Attractions sector are a significant advantage.
• Experience negotiating terms, pricing, or margins in a commercial or supply context.
• Ability to build business cases, model deal economics, and negotiate complex terms.
• Understanding of high-volume versus high-value deal prioritization.
• Comfort in presenting to and negotiating with senior executives and ownership groups.
• A proactive approach to managing your sales pipeline, identifying and addressing areas for improvement.
• Proficiency with AI tools in your workflow, including Claude cowork.
• Accountability for achieving sales outcomes.
• A builder's mentality, focused on continuous improvement and exceeding expectations.

Nice to have

• Existing relationships in Local Activities or Family Entertainment Centers (FECs).

Skills & tools

• Salesforce
• AI tools (including Claude cowork)

Practical notes

• Base compensation: $55,000-$75,000 + bonus
• On-target earnings (OTE): approximately $120,000+
• Hybrid work model: 3 days per week in the Chicago office.
• Remote work considered for candidates with demonstrated TTD supply experience or a significant account track record in Local Activities or Attractions.
• Comprehensive benefits package including Medical, Dental, Vision, EAP, 401(k) Match, ESPP, Life & Disability Insurance, FSAs.
• No visa sponsorship is offered for this position.
• Application deadline: Not specified.