Head of Enterprise Sales

s
Company: Groupon, Inc.
Location: Chicago, IL 60654 (Loop area)

Apply

Groupon’s mission is to become the daily habit in local commerce and fulfill our purpose of building strong communities through thriving small businesses by connecting people to a vibrant, global marketplace for local services, experiences and goods. In the process, we’re positively impacting the lives of millions of customers and merchants globally. Even with thousands of employees spread across multiple continents, we still maintain a culture that inspires innovation, rewards risk-taking and celebrates success. If you want to take more ownership of your career, then you’re ready to be part of Groupon.

The Head of Enterprise Sales will be responsible for leading a solutions oriented sales organization aimed at closing the biggest and most complex merchants as well as growing and cross-selling the largest national brands on the Groupon platform. In addition, the Head of Enterprise Sales will be responsible for developing and implementing enterprise sales strategy, sales effectiveness, and sales operations. This person will also inspire and motivate the team, while getting everyone moving in the same direction.

The ideal candidate is highly collaborative and works well within a matrixed environment. In addition to owning the end-to-end enterprise sales strategy for North America, this individual will need to work closely with vertical General Managers to ensure organizational supply and revenue objectives are met, while also working closely with other centralized functions such as Product, Marketing, Finance and Engineering to contribute to Groupon’s overall marketplace strategy.

The best-fit candidate will not only have extensive experience working with, communicating and delivering effective solution adoption at the highest levels of an organization, e.g. C-Suite, but will also be skilled in leading large teams through identifying & developing talent, establishing best in class enterprise sales process and supporting the team through industry leading technology solutions.


What You Will Get To Do:

  • Lead the centralization of all enterprise sales activities across the North America business units, e.g. Key accounts, Enterprise accounts and Multi-Market/National accounts

  • Accountable for revenue of $400 Million+

  • Work collaboratively with sales leadership and General Managers to clearly articulate and execute the Groupon Enterprise future state organizational design, processes and talent strategies.

  • Develop a clear sales methodology that delivers on product suite that merchants (across all verticals and life-stages) find essential in managing their customer traffic

  • Launch successful go-to-market strategies in support of future state value proposition, e.g. Booking.

  • Partner closely with engineering, central product, corporate development and vertical business owners to identify merchant opportunities & inform product development road-maps

  • Develop and implement strategies to accelerate merchant acquisition at scale and to optimize and retain existing supply base

  • Provide thought leadership on long-term strategic direction of Local supply

  • Create tool-kits and enablement materials for sales and marketing, ensuring all are equipped to sell and up-sell Groupon merchant product solutions

  • Demonstrate a commitment to Groupon Leader Habits (people managers) and Values

  • Position responsibilities outlined above are in no way to be construed as all encompassing; other duties, responsibilities & qualifications may be required and/or assigned as necessary


Requirements:

  • 10+ years of Sales leadership experience

  • Proven ability to manage relationship-based B2B selling, to sell complex solutions, and to manage long sales cycles

  • Has led solutions oriented sales organization responsible for full lifecycle management of accounts from prospecting to revenue optimization with portfolios of more than $250M in annual revenue and individual accounts larger than $10M+ in annual revenue

  • A history of building, leading and retaining best-in-class sales teams; a leader who creates loyalty, trust and following by fostering a collaborative working environment. One who can energize people and teams, and make cross-functional operation happen. This individual must be highly respected by subordinates, peers, and superiors.

  • MBA (or other advanced degree) preferred, but not required

  • Proven analytical and problem solving skills to influence executives in multiple functions

  • Demonstrated management of a P&L

  • Have proven record of accomplishment of success in garnering support and leading internal stakeholders as an internal/external evangelist.

  • Track record of strong planning, financial and analytical skills; proven ability to apply these skills to optimize revenue growth, margin attainment, and sales organization profitability.

  • Demonstrated success in environments that require strong planning, financial and analytical skills to optimize revenue growth, margin attainment, and sales organization profitability.

  • Success in roles that require a strong balance of strategic and tactical skills, with a high level of intellectual agility and capacity for original thought leadership; a clear ability to act as a change agent and professionally, and resourcefully, make an impact on the organization. Sees ahead clearly; can anticipate future consequences and trends accurately; can articulately paint credible pictures and visions of possibilities and likelihoods; can create competitive and breakthrough strategies and plans.


Groupon’s purpose is to build strong communities through thriving small businesses. To learn more about the world’s largest local ecommerce marketplace, click here for the latest Groupon news. Plus, be sure to check out the values that shape our culture, guide our strategy and make our company a great place to work. And just don’t take our word for it. Hear from real Groupon team members and learn more about our inclusive employee groups. If all of this sounds like something that’s a great fit for you, then click apply and let’s see where this takes us.

Groupon is an Equal Opportunity Employer


Qualifications for employment, promotion, and other terms and conditions of employment are based upon the ability to perform the job. Equal-employment opportunities are provided to all applicants and employees without regard to race, creed, religion, color, age, national origin, sex, disability, medical condition, sexual orientation, gender identity or expression, genetic information, ancestry, marital status, military discharge status (excluding dishonorable discharge), veteran status, citizenship status, or other legally protected status. We are all responsible for maintaining this policy. Groupon is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may email us at hraccommodations at groupon.com. If you have concerns related to Groupon’s equal employment opportunities, you may contact Groupon’s Ethics Reporting Service Ethicspoint.