Business Development Manager - Dallas,TX or Phoenix, AZ

Business Development Manager - Dallas,TX or Phoenix, AZ

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.

Business Development Manager | Dallas, TX or Phoenix, AZ

The Role
Individual contributor, quota-carrying sales role. As a Business Development Manager, you'll find, develop, and close new merchant partnerships for Groupon. You're not managing a team: you own your own book of business and your own results.

You'll go through a structured onboarding program before ramping into a full pipeline, and you'll work alongside a small, focused cohort building out this market from the ground up.

What You'll Do

• Generate new business by cold-calling and prospecting local merchants
• Manage the full sales cycle: outreach, consultation, negotiation, close
• Own contract negotiation, including margins, discounts, and deal structure within Groupon guardrails
• Develop real fluency in each merchant's business and position Groupon as the right growth lever
• Retain account ownership through the first 30 days post-launch, then maintain the merchant relationship for a further 90 days; this is a hybrid BD + account-management cycle, not a hand-off-and-forget role
• Work across a real multi-system stack day to day (Salesforce, Salesloft, deal-management tools) and use AI tools to speed up research, outreach, and follow-up
• Hit ramp targets that build over your first 90 days rather than a flat quota from day one (below)
• Partner with the Merchant team post-close for a smooth transition

What We're Looking For

• 2–3+ years of full-cycle business development or outbound sales experience, with a track record of hitting quota; this is not an entry-level seat
• Experience selling to local or small-business owners strongly preferred; comfort with consultative, multi-call sales cycles (not high-volume transactional calling)
• Prior exposure to a multi-system sales stack (CRM + dialer + a deal or order-management tool)
• Not a fit: candidates whose only experience is inbound or customer-care work; candidates coming from single-tool environments
• Comfortable being tech-forward: switching tools quickly, using AI to research accounts and speed up outreach
• Resilient in a new-market build: no established playbook yet, no tenured manager who's run this team before: you're building some of this alongside your manager

Who You Are

• Self-aware about what you're good at and where you'll need coaching, and you ask for that coaching
• Goal-oriented: you track your own pace against target rather than waiting to be told you're behind
• Coachable: you take feedback and change behavior, not just nod
• Motivated without a scoreboard someone else is watching: the follow-up work happens whether or not it's visible
• Adaptable when a deal or a week doesn't go to plan: you diagnose before you just push harder
• Someone who does right by the merchant and the team even when it costs you a number
• Month 1: 2 launches | Month 2: 5 launches | Month 3: 9 launches | Month 4+: 10 launches/month at tenure
• ~30 unique merchant conversations per week is the activity floor that supports this pace
• +50 outbound calls per day

What We Offer

• Base Salary: $70,000 + uncapped commission and bonus: this base applies to experienced hires; final new-joiner commission structure is being confirmed and will be shared before offer
• On Target Earnings: to be confirmed alongside the commission structure above
• On-site:
  Dallas, TX; will…