Enterprise Account Manager – Things To Do (TTD)

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. About the Role Groupon's Things To Do vertical — local activities, family entertainment, tours, and attractions — is one of the fastest-growing categories on the platform. We're not looking for someone to manage inbound leads. We're looking for a builder: someone who sees whitespace in a market, goes after the right partners, and closes deals that move the business. This role exists to bring the top operators in Local Activities and Attractions onto Groupon — the top attractions, theme parks, and tours, escape rooms, the trampoline parks, the zoos, the axe throwing venues, the family entertainment centers, the regional tour operators — and to do it through relationship-driven, commercially sharp enterprise sales. You'll own the full cycle from cold outreach to signed contract, and you'll be measured on the GP those deals generate, not the activity it took to get there. If you have existing relationships in Local Activities or Family Entertainment Centers (FECs), that's not a nice-to-have — it's a significant advantage. North Star Sign and optimize the partners that matter. Make Groupon the first call when a top-tier Local Activities or Attractions operator wants to drive demand — and close deals with the revenue impact to prove it. Launch exclusive deals and build long term relationships that unlock sustainable growth for Groupon. What You'll Do Own the Full Sales Cycle Prospect, pitch, negotiate, and close enterprise-level supply deals across Local Activities, Family Entertainment, and Tours & Attractions — end to end, no hand-holding. Build and manage a disciplined pipeline of 75+ targeted accounts, tiered by GP potential and strategic fit — not just whoever will take a call. Structure deals that work for both sides: net-to-retail pricing, margin-aware deal architecture, and activation timelines that drive results Drive strategic growth plans, comfortably engage at the c-suite level, and level up Groupon’s footprint with the top merchants in the sector. Be the Playmaker, Not the Order Taker Identify the whitespace in TTD supply — the FEC chains without a digital demand channel, the regional attraction groups flying under the radar, the emerging local activity categories — and go get them. Come to every negotiation with a point of view on deal structure, pricing strategy, and launch approach. Push back when terms don't make sense. Know when to walk. Bring your network. If you've spent time in the Local Activities or FEC space and have relationships at the operator or management level, use them. That's an accelerant here. Drive Strategic Partnership Quality Prioritize deals by revenue impact and customer experience potential — a great deal on a mediocre partner is not a win. Partner with Category and Account Management to ensure smooth activation: from signed to live to performing without losing momentum. Feed commercial intelligence back into the team: what partners are saying, what competitors are offering, what deal structures are landing — and which aren't. Operate with Commercial Precision Understand the unit economics. Know what a good margin looks like, what an unsustainable one looks like, and how to negotiate the gap. Use Salesforce with discipline: pipeline hygiene, stage accuracy, real-time updates. Your CRM reflects reality, not optimism. Leverage AI tools in your daily workflow — prospecting lists, outreach drafting, deal research, and prep. You don't wait to be handed a tool; you find one and figure it out. What You Bring Experience 2-5+ years in B2B sales — strong preference for Things to Do experience or marketplace/ experience economy, hospitality, entertainment, or adjacent industries where you've sold something intangible and won. A proven track record of closing complex, multi-stakeholder enterprise deals — not just managing a pipeline that never converts. Existing relationships in Local Activities, Family Entertainment Centers (FECs), or the broader Attractions category are a meaningful differentiator and will be weighted accordingly. Experience negotiating margin, deal terms, or pricing structures in a supply or commercial context — you understand what net-to-retail means and why it matters. Commercial & Analytical Acumen You can build a business case, model deal economics, and negotiate multi-variable terms without losing momentum or stakeholder trust. You understand the difference between a high-volume deal and a high-value deal — and you prioritize accordingly. You're comfortable presenting to and negotiating with senior operators, GMs, and ownership groups. Operating Style You treat your pipeline like a portfolio — always assessing quality, cutting what's not moving, and doubling down on what is. You send the imperfect email rather than wait for the polished one. You book the meeting before the deck is done. AI fluency is a baseline here, not a bonus. You already use AI tools in your workflow and you bring new ones without being asked. Claude cowork proficiency required. You hold yourself accountable to outcomes. Missing a number because you 'tried hard' doesn't sit well with you. You are a builder, always pushing the limit of what’s possible. Not happy with status quo. Location & Work Model Chicago-based preferred. Hybrid, 3 days/week in office. Remote will be considered only for candidates who bring demonstrated TTD supply experience or a major account track record in Local Activities or Attractions. This is not a remote-by-default role — TTD is a relationship business, and proximity to the team and the market matters. How We Operate At Groupon, we run on five principles: Extreme Ownership, Speed Over Comfort, Impact Obsessed, Simplify to Scale, and Disciplined. In this role, that means: Extreme Ownership — Your number is your number. You don't wait for marketing to warm leads or product to fix a gap. You find the angle and you close. Speed Over Comfort — You move the deal forward before conditions are perfect. A good proposal sent today beats a great one sent next week. Impact Obsessed — You close deals that move GP, not deals that are easy. Volume without quality isn't a win. Simplify to Scale — When you crack a pitch that works, you document it. What you build should make the next rep faster. Disciplined — Your pipeline is immaculate. You follow up systematically, update CRM in real time, and never let a warm lead go cold. How We Measure Success Metric: New enterprise TTD partners signed per quarter (Gross profit-weighted) Double Digit Gross Profit growth on your book of business Average deal qualit