Enterprise Business Development Manager / Director - Food & Drink

Chicago (35 W. Wacker Dr.) · Dallas · Remote · USD 130,000-150,000 · 5+ years experience · Posted Oct 4, 2026

At a glance

Groupon connects 42 million customers with local experiences, including restaurants, events, wellness and travel, and with the more than one million merchants who provide them. Our mission is to get people offline and into the real world at prices that make it possible.
We're an AI-native company in the middle of a platform transformation. We're moving from a deals marketplace to an experience discovery platform that works for customers and merchants alike. We operate at global scale, but our culture lets individuals make an immediate impact. If you do well with autonomy, ownership and real results, Groupon is a place to grow your career.

As Enterprise Business Development Director for Food & Drink, you'll find and close new Enterprise partners including national and multi-market restaurant brands, multi-unit franchise groups, hospitality groups, and food and beverage destinations.
You'll position Groupon as a marketing and customer acquisition channel that fills seats, drives trial and builds repeat traffic while negotiating strategic, high-impact deals.
You'll work within our enterprise sales process to build your pipeline, engage target accounts, and structure profitable partnerships.

Find and close new national and multi-market Food & Drink opportunities across QSR, fast casual, casual and upscale dining, bars and breweries, entertainment dining, and food and beverage experiences.
Re-engage Enterprise restaurant brands that have lapsed or haven't featured on Groupon recently.
Prospect into targeted, high-value accounts with a consultative, solution-led approach.
Own the full sales cycle: identification, outreach, pitch, negotiation and close.
Learn each brand's operating model, guest profile, daypart and traffic patterns, competitive landscape and unit economics.
Build data-backed offers that fill off-peak capacity, drive new-guest trial and support new-location launches, while meeting Groupon's objectives.
Negotiate complex commercial terms within guidelines, including margin, caps, pricing, unit economics, redemption rules and franchise or location participation.
Work closely with Merchant Development for a smooth handoff after close and alignment on long-term brand strategy.
Keep pipeline activity accurate and follow sales processes and CRM expectations.
Manage several deals at once with strong prioritization and organization.

Bachelor's degree in Business, Sales, Marketing or a related field.
5+ years of Enterprise-level sales experience.
A track record of exceeding revenue and gross profit targets in new business roles.
Strong consultative selling skills and comfort leading complex commercial conversations.
Proven ability to negotiate sophisticated deal structures.
Experience in fast-paced, high-velocity sales environments.
Familiarity with digital marketing or online guest acquisition strategies.

Experience selling to restaurant, hospitality, or food and beverage brands is strongly preferred.
Experience selling to national chains, multi-unit franchisees or franchisors, or restaurant groups.
Background in restaurant technology, delivery, reservations, loyalty or local marketing platforms.
Understanding of subscription, voucher, performance-based or marketplace business models.
A strong record of high close rates, particularly on Tiered Merchant Contracts (TMC).