Enterprise Key Account Manager

About the role

As a Key Account Manager, you will be responsible for managing and developing a portfolio of high-value and strategic merchant partners across various categories related to Things to Do.

You’ll drive both growth and retention by building trusted relationships, optimizing existing partnerships, and identifying new business opportunities through proactive outreach and strong market understanding.

This role requires strong commercial acumen, cross-functional collaboration, and a passion for supporting merchant success in a fast-moving e-commerce environment.

North Star

Strengthen Groupon’s strategic merchant portfolio by managing key partnerships, securing new high-value collaborations, and driving sustainable growth across all categories and regions.

What You’ll Do

• Develop new business opportunities by identifying and reaching out to prospective key accounts across sectors, prioritizing TTD. Building a high-quality pipeline of National and Enterprise merchants.
• Potentially manage a diverse portfolio of existing key merchant partners across multiple categories (F&D, hotel/restaurant chains, services).
• Leading commercial conversations with senior stakeholders, to present partnership opportunities, negotiate contracts, and close new deals. Structuring and negotiating deals that are commercially strong, scalable, and deliver real customer value
• Ensure accurate reporting of market insights and partner information in CRM tools and shared reporting systems.
• Analyze campaign performance using insights to continuously improve results.
• Oversee the full lifecycle of signed operations, from deal launch to post-campaign follow-up.
• Maintain long-term relationships with partners, ensuring satisfaction and optimizing performance.
• Collaborate cross-functionally with internal teams (Marketing, Reporting, Operations, Risk, Legal, etc.) to ensure seamless partner delivery and campaign success.
• Coordinate communication plans with key partners and align on annual promotional calendars.
• Support cross-country coordination for international brands with cross-market potential.
• Participate in trade fairs, meetings, and external events to represent Groupon and build new partnerships.
• Contribute to team cohesion and performance, sharing best practices and supporting collective goals.
• Perform any related duties necessary to support the success of the team and the business.
• AI mindset - actively be involved in AI expertise to drive innovative project development, maximize sales performance, and continuously optimize company processes on a strategic and operational level.

What You Bring

• Demonstrable experience in account management, business development, or B2B sales (typically gained over around 2–5 years) in sectors such as e-commerce, travel, hospitality, or entertainment. We welcome
  applications from candidates with a range of experience levels where they can evidence the skills and competencies required for the role.
• 2–5+ years in B2B sales, partnerships or business development in travel, tours, attractions or experiences (OTA, DMO, tour operator, ticketing or booking-platform side).
• Understands booking systems and channel managers (OCTO, Bokun, Ventrata, FareHarbor and similar) and how product codes, pricing and availability flow through a feed.
• Autonomous but collaborative, able to work with Legal, Ops, Editorial, Pricing and Marketing across countries.
• Own a book of Unique Merchants from the Connectivity lead pool, prioritised by value, starting with accounts already in Salesforce.
• Build direct relationships with merchant decision-makers (owners, park directors, commercial heads).
• Sign contracts in Salesforce using the standard Connectivity contract and macro agreement.
• Hand over to Connectivity Operations for mapping, then follow each deal to launch. 
• Monitor live deals (sales per deal and per day live) and propose improvements.
• Lead Management coordination and prioritization.
• Keep Salesforce pipeline data accurate and up to date.
• Strong negotiation and long term relationship-building skills, with experience engaging decision-makers at senior levels. Prospect, negotiate and close. Main focus is Special offers, only for Groupon (ad hoc prices), with dynamic and full price as complements.
• Organised and process-driven: excellent organizational and communication skills, able to manage multiple projects simultaneously.
• Proficiency with CRM tools (e.g., Salesforce) and collaborative platforms for reporting and partner tracking.
• Ability to analyze data, identify trends, and translate insights into actionable strategies.
• Demonstrates comfort using AI tools, automation, and data analytics to improve sales effectiveness
• Fluent in English & Italian; proficiency in additional languages is a plus.
• Willingness to travel occasionally to meet partners or attend industry events.

Who You Are 

• Commercially driven and passionate about building long-term partnerships that deliver value.
• A trusted advisor to partners, focused on understanding their goals and finding mutually beneficial solutions.
• Analytical and detail-oriented, balancing strategy with flawless execution.
• Collaborative and proactive, thriving in cross-functional and international environments.
• AI mindset - Use AI and automation to enhance productivity, decision-making, and creativity - not just as tools, but as core ways of working.
• Adaptable and resilient, able to prioritize effectively and perform under pressure.
• Motivated by achieving results and contributing to the overall team success.
• Highly adaptable, with the ability to operate effectively in fast-paced environments.

How We Measure Your Success 

• Achievement of revenue and margin targets across assigned key accounts.
• Growth of portfolio value through renewals, upsells, and new partnerships.
• Merchant satisfaction and retention levels based on performance and feedback.
• Data accuracy and timeliness of CRM and reporting deliverables.
• Cross-functional collaboration and contribution to team cohesion and best-practice sharing.