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. We're an AI-native company in the middle of a platform transformation, moving from a deals marketplace to an experience discovery platform that works for customers and merchants at the same time.

The Role

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.

Our Business Development team focuses on building partnerships with new Groupon merchants. We spend our days learning what makes small businesses tick and crafting unique marketing campaigns to help them reach their target audiences. Our work creates real impact — helping local merchants thrive, creating jobs, and driving local economies.

You'll have the autonomy to prioritize your accounts, negotiate complex offers, and craft deal structures that work for both the merchant and Groupon. Through support from our management and training team, you'll develop deep expertise in Groupon's merchant strategy, sales process, and consultative selling — skills that will make you a stronger sales professional throughout your career.

What You'll Do

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

What We're Looking For

3+ years of business development or full-cycle sales experience is required , with a proven track record of hitting or exceeding quota

Experience working with local or small business merchants is strongly preferred

Strong consultative selling, negotiation, and prospecting skills

The right balance of coachability and confidence — eager to grow while owning your results

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

Who You Are

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

How We Measure Your Success

Consistent achievement of monthly and quarterly GP and revenue targets

Quality and retention of merchants onboarded

Improved deal margins and conversion rates through effective negotiation and structuring

Demonstrated ownership and pipeline accuracy in Salesforce

Effective use of AI-enabled sales tools to improve outreach quality, follow-up consistency, and data accuracy

What We Offer

Base Salary : $60,000 - $70,000 + uncapped commission bonus opportunities

On Target Earnings: $90,000+ based on gross profit you deliver

Hybrid work model: Chicago office

Benefits : Starting the 1st of the month after your start date: Medical, dental, vision, life insurance, disability, FSAs, EAP, 401(k) match, ESPP, and more.

Learning Development: Comprehensive training, ongoing coaching, and a supportive team committed to your success.

Why This Role? Why Now?

Groupon is evolving — and our Sales team is at the heart of that transformation. This is more than a role where you just make calls; it’s an opportunity and a place where your energy, curiosity, and voice can shape real success stories for local businesses.

If you’re ready to level up, we’d love to hear from you 🚀

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