Enterprise Account Director

About the role :

The Enterprise Sales Representative for Things To Do manages and expands Groupon’s national portfolio of high-value partners in the experiences, attractions, and entertainment sectors.
This role directly supports Groupon’s growth strategy by driving revenue and margin expansion through strategic account management and innovative partnership models.
Now is the time to scale this capability — success in this role will unlock stronger partner relationships, improved profitability, and sustained growth in one of Groupon’s most dynamic verticals.

North Star :

Expand and optimize Groupon’s Things To Do merchant portfolio by delivering sustainable revenue and margin growth through strategic account management, innovative partnership models, and data-driven sales execution.

What You Will Accomplish :

Strategic Growth & Transformation

• Drive sustainable double-digit growth across a book of business of $1M+ national accounts with multi-venue locations.

• Transform sales strategies and long-term planning to unlock new growth pathways and partnership models.

• Proactively identify and execute growth opportunities before partners or competitors do.

• Build and maintain senior-level (C-suite) relationships with decision-makers by driving meaningful, strategic conversations.

• Deeply understand all facets of partners' businesses - operations, marketing, distribution, pricing, seasonality - to deliver consultative, value-driven solutions.

• Analyze unit economics and performance data to identify margin optimization opportunities and design partnership structures that drive mutual profitability.

Partnership Innovation & Business Development

• Expand existing relationships via upselling, cross-selling, and margin-improvement initiatives.

• Integrate flash-sale activations into partner negotiations as a standard growth lever.

• Leverage data and market insights to uncover new revenue opportunities and model business cases for partnership investments.

• Push the boundaries of what Groupon can offer by advocating for product and technology enhancements that support growth plans.

• Crunch numbers and build financial models to support strategic recommendations and demonstrate ROI to partners and internal stakeholders.

Flash-Sale & Campaign Leadership

• Lead the design and rollout of limited-time promotional campaigns with partners.

• Collaborate with marketing, operations, and finance to ensure flawless execution.

• Measure campaign ROI and analyze performance data to present learnings and optimize future initiatives.

Cross-Functional Leadership & Influence

• Work cross-functionally to drive changes in product, tech, and operations that are required to execute growth strategies.

• Push back on systems, processes, or internal barriers that impede progress without delivering meaningful value to partners or Groupon.

• Conduct regular business reviews and in-person partner meetings with data-driven insights and actionable recommendations.

• Serve as a trusted advisor on category trends and competitive opportunities.

• Partner cross-functionally to ensure contract accuracy, operational readiness, and partner satisfaction.

What You Bring :

• 5+ years of enterprise sales or strategic account management experience specifically in Things To Do supply negotiations and expansion (attractions, entertainment, tours, activities, or related verticals).

• Demonstrated track record of delivering multi-million dollar account growth with specific examples of revenue expansion across major partnerships.

• Proven strategic work for major accounts, including examples of transformational partnership structures, pricing models, or go-to-market strategies that drove measurable business impact.

• Strong analytical capabilities with demonstrated experience working with unit economics, financial modeling, and performance data to drive meaningful changes and achieve sales goals.

• Leadership experience mentoring sales professionals or cross-functional teams, with a track record of elevating team capabilities and building best-in-class enterprise sales practices.

• Existing senior relationships within the Things To Do / attractions / entertainment sectors strongly preferred.

• Exceptional consultative selling, negotiation, and C-level presentation skills with the ability to drive strategic conversations and challenge the status quo.

• Data-driven decision-making capabilities with comfort analyzing complex datasets, building business cases, and translating insights into action.

• High proficiency in CRM systems (Salesforce), pipeline management tools, and Excel/analytical tools.

• Proactive, self-starter mentality with demonstrated ability to shape outcomes rather than wait for direction.

Who You Are :

• A play-maker, not an order-taker - you create opportunities, drive strategy, and shape the future rather than waiting for assignments.

• Proactive and relentless - you see what needs to happen and make it happen, often before anyone else realizes it's needed.

• Data-led and analytical - you're comfortable crunching numbers, analyzing unit economics, and building financial models to support strategic decisions and drive meaningful changes.

• A strategic challenger who pushes back on systems, processes, or norms that don't deliver meaningful value or impede growth.

• Deeply curious about partners' businesses - you ask questions, dig into operations, understand pain points, and uncover opportunities others miss.

• A cross-functional influencer who works effectively across product, tech, marketing, and operations to drive changes needed for growth plans.

• Someone who pushes boundaries - you constantly test the limits of what's possible and advocate for innovation when it drives results.

• A team elevator who actively mentors colleagues, shares best practices, and is passionate about building a first-class enterprise sales function that raises the bar for everyone.

• Strategic thinkers who connect partner success with Groupon's commercial growth.

• Relationship builders who operate credibly with executives and industry leaders.

• Resilient operators who thrive in a fast-changing, high-accountability environment.

• Owns outcomes - from sales performance to margin structures to merchant relationships.

• Measures everything in value - you use data and unit economics to clearly articulate ROI, strategic impact, and growth pathways.

• Drives transformation by implementing best practices that create sustainable, scalable growth.

• Thinks strategically while executing tactically across sales, merchandising, and marketing functions.

• Delegates operations work to the ops team in order to focus on sales growth and strategic initiatives.

How We Measure Your Success :

• Sustainable double-digit revenue growth across assigned book of business

• Margin improvement on existing partnerships

• Flash sales integration and NVR contribution

• Expansion of strategic relationships and partnership depth

• New revenue streams developed through creative strategies

• Transformational improvements to sales processes, partnership models, and long-term planning

• Product and technology enhancements driven through cross-functional advocacy

• Data-driven insights delivered that shape strategy and improve unit economics

• Impact on team capability development and enterprise sales best practices implementation

Salary:

The base salary compensation for this role ranges between $63,000 to $86,000. The variable compensation for this role ranges from $51,000 to $69,000 for a total compensation range of 114,000 to $155,000.