Note: The job is a remote job and is open to candidates in USA. Groupon is an AI-native company focused on connecting customers with local experiences and merchants. They are seeking an Enterprise Account Manager for their Things To Do vertical to build relationships and close deals with top operators in local activities and attractions, driving significant revenue growth for the company.
Responsibilities
- 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
- 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
- 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
- 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
Skills
- 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
- 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
- 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
- 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
Benefits
- Bonus
- Hybrid work model (3 days/week in Chicago office)
- Alternate locations: Can be remote for the right fit
- Full benefits package including Medical, Dental, Vision, EAP, 401(k) Match, ESPP, Life & Disability Insurance, FSAs, and more
- Real impact on a high-visibility category
- Autonomy, ownership, and a chance to influence how major national brands show up on Groupon
Company Overview
Company H1B Sponsorship