Sales Development Representative (West Coast)

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.   About the Role Groupon’s Things To Do vertical is scaling nationwide, and closing that gap means landing new and valuable merchants and getting them excited to join the marketplace. This role owns new-logo enterprise acquisition — nationwide chains and multi-market operators in Local Activities, Tours & Attractions. Reporting to your Team Manager, you’ll carry real discretion on deal structure, margin, and contract terms within Enterprise guidelines. You’ll be incentivized based on signed, activated revenue and new accounts. North Star Turn Groupon’s pipeline for new business — nationwide and multi-market TTD brands that have never signed or aren’t currently live — into activated, revenue-generating and long term partnerships.  Note:  Would require 4-6 weeks of Chicago travel in the first two months for training What You'll Do * Run disciplined B2B outreach against a targeted list of high-value nationwide and multi-market prospects, pulling from your own network, independent research, and the lead pipeline. * New-logo enterprise pipeline: source, pitch, negotiate, and close nationwide and multi-market TTD merchants often at the c-suite level.  * Structure and negotiate complex deal terms — pricing, margin, availability and contract structure — using Enterprise guidelines. * Understand partner needs and motivations before every pitch: business model, consumer base, competitive position, and profit drivers — so you negotiate from insight. * Hand off cleanly to Merchant Success after close — align on deal terms and strategy so activation doesn’t lose the momentum you built in the close. * Present merchant with strategic proposals and insights to win the deals * You understand and can navigate the Things to Do industry and can easily articulate the nuances with static, variable, and dynamic pricing. You understand redemption and voucher methodologies (or you’re a quick study and curious to learn) * Understand and communicate industry trends and insights to Groupon leadership to influence and shape our strategic roadmap for the Things to Do business. * AI fluency is a requirement from the day of hire. Use AI tools daily for prospecting, research, and outreach drafting to compress the time between first contact and signed contract. You have built automations and can create agents to help you scale your work. Groupon uses Claude CoWork and Claude Code but any similar experience is useful.  * Triage how the offer structures will work in terms of connectivity (Voucher, API), tax, reconciliation and more (with input from other teams). You’ll receive training but need to be comfortable learning these nuances and working collaboratively with other departments to solve problems.    What You Bring * BS/BA in Business, Sales, or a related field, or equivalent experience. * 3-5+ years of Enterprise B2B sales experience — Things to Do is the preference. SaaS, digital media, or a fast-moving marketplace also valuable — closing complex, multi-stakeholder deals. * A track record of hitting or beating New Revenue or Gross Profit and GP% targets, with strong historical close rates on time-to-market-critical (TMC) deals. * Fluency in deal structuring: margin, contract terms, and the judgment to know when to hold the line and when to flex. * Familiarly with ticketing / reservation platforms and connectivity APIs. * Comfort running the full sales cycle solo, from independent research and lead management through close, with minimal oversight. * You are a strategic thinker and presenter, and a go-getter, always driving growth and scale.  * Working AI fluency — you use AI tools as a default part of prospecting and deal prep, not an occasional experiment.   Who You Are * Tenacious, but not rigid — you know when flexibility wins the deal. You can read a room and pivot accordingly to land the story. * A closer who treats “no” as a data point, not a stop sign. * Comfortable being measured on revenue outcomes, not activity. * You use AI as a genuine productivity multiplier, not a novelty. * You build your own playbook when the standard one doesn’t fit the account.   How We Operate At Groupon, we build on five principles: Extreme Ownership, Speed Over Comfort, Impact Obsessed, Simplify to Scale, and Disciplined. These aren’t values on a wall — they’re how we expect everyone to show up. In this role, these principles mean: * Extreme Ownership — Your pipeline, your number. You don’t wait on marketing-sourced leads to hit target; you build your own path to close. * Speed Over Comfort — You send the outreach before the pitch deck is perfect. Cold, nationwide accounts don’t wait for polish. * Impact Obsessed — You chase the logos that move GP, not the easy wins that pad activity metrics. * Simplify to Scale — When a deal structure works on a hard account, you document it so the next rep closes faster. * Disciplined — Your CRM mirrors reality: pipeline stage, next step, follow-up, always current, never optimistic.   How We Measure Your Success * New enterprise TTD logos signed per quarter (nationwide + multi-market), GP-weighted. * New Gross Profit and GP% delivered against target. * Close rate on time-to-market-critical (TMC) deals. * Pipeline conversion rate from first contact to signed contract. * Clean handoff rate to Merchant Success — deals that activate on strategy, without renegotiation.   Why You’ll Love It Here: * Base Salary: $66K–$110K + 60% bonus target * 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 Groupon [https://www.groupon.com] is an AI-First Company We’re committed to building smarter, faster, and more innovative ways of working and AI plays a key role in how we get there. We encourage candidates to leverage AI tools during the hiring process where it adds value, and we’re always keen to hear how technology improves the way you work. If you’re passionate about AI or curious to explore how it can elevate your role you’ll be right at home here. Groupon’s purpose is to build strong communities through thriving small businesses. To learn more about the world’s largest local e-commerce marketplace, click here [https://www.groupon.com/articles/about]. You can also find out more about us in the latest Groupon new [https://www.groupon.com/articles/press]s as well as learning about our DEI approach [https://www.groupon.com/articles/dei]. If all of this sounds like something that’s a great fit for you, then click apply and join us on a mission to become the ultimate destination for local experiences and services. Beware of Recruitment Fraud: Groupon follows a merit-based recruitment process without charging job seekers any fees. We've noticed an increase in recruitment fraud, including fake job postings and fraudulent interviews and job offers aimed at stealing personal information or money. Be cautious of individuals falsely representing Groupon's Talent Acquisition team with fake job offers. If you encounter any suspicious job offers or interview calls demanding money, recognize these as scams. Groupon is not responsible for losses from such dealings. For legitimate job openings (and a sneak peek into life at Groupon), always check our official career website at Groupon Careers [https://www.grouponcareers.com/]

Company Description Palmetto is a leading clean tech company on a mission to accelerate the transition to a clean energy future. With a belief that consumers can have it all, we are an uncompromising energy company that makes coming clean a no brainer. Our award-winning technology platform empowers homeowners, businesses, and entrepreneurs to adopt renewable energy through simple, scalable, and innovative solutions. Operating at the intersection of B2B and D2C, we offer software, financial products, and services that drive real environmental impact—without compromising value. We deliver end-to-end solutions for whole home electrification that put clean energy within reach for all.  Our employees are our most valuable resource. We foster a promote-from-within culture that prioritizes talent development, career growth, and purpose-driven work. Palmetto offers a comprehensive benefits package—including unlimited PTO, medical, dental, and vision coverage, paid parental leave, retirement plans, and more—so you can have it all both personally and professionally. Palmetto prioritizes people, planet, and profit—backed by a culture that values collaboration, impact, and balance. Join us in building a brighter, cleaner world. Department Description Palmetto Home is a branch of Palmetto focused on the democratization of the renewable energy and HVAC industries. We provide homeowners with financial products to benefit from solar power, energy storage systems, and home efficiency through advanced heating and cooling technologies. We empower solar and HVAC sales professionals and installation companies with access to our proprietary platform, financing, customer management system, and milestone quality control system. Our #1 focus is a phenomenal experience for our customers and partners, evidenced in our growing financial product adoption. Location This position will be based remotely in the US. Reporting This position will report to the SVP, Head of HVAC & Heat Pump. Summary of Role  The Channel Accounts Director, Comfort is a senior management level role within Palmetto, and reports directly to the GM, Comfort. This is a key role responsible for identifying, assessing, negotiating and finalizing new business opportunities that are in line with the overall business and strategic growth objectives for Palmetto, and managing channel sales for the business.. The ideal candidate will have extensive experience in the HVAC industry, along with a robust network of contracts in this space to drive partnerships and new product channel development. The Strategic Account Director will work collaboratively with other internal functions to assess market potential, financial viability, technical relevance and proprietary and legal implications of all potential new business opportunities. In addition the Channel Accounts Director will lead day to day activities across the Channel Accounts Management team, including implementation of best practices, KPI development, and tooling and process which supports a high performing sales team.   The successful candidate will be resourceful, a leader, proactive, organized, motivated to enhance the company's reputation, and relentless in developing high performance sales teams. Strategic & Tactical Strategic: * Use established network within HVAC and Home Services industry to develop commercial partnerships * Initiate prospecting and lead generation activities for both channel partners and corporate clients * Help in developing educational and sales materials that clearly articulate Palmetto product offerings * Work as a key stakeholder in the development of new products, services and channels including: * Conducting market research and know Total Addressable Market for each state in region * Development of business plans, sales positioning, presentations, reference material, and other documents as required * Relay customer needs and requirements back to internal Palmetto teams including Product and Capital Markets leadership with a focus on both periodic innovation of existing products and development of new products or revenue opportunities * Keeps informed on industry trends, regulations, technological advancements, and conducts market research and intelligence to identify opportunities for growth * Collaborate with internal teams, including Technology, Finance, Revenue, and Operations, to ensure successful implementation and delivery of solutions to external customers * Assist in regular reporting and strategy calibration with executive leadership Tactical: * Define, measure, and optimize the partner lifecycle stages (Lead → Onboarded → Trained → Activated → Producing → Repeat Producing) for HVAC and home electrification partners. * Ensure forecast reliability and overall pipeline health for the channel. * In collaboration with leadership - architect, operationalize and optimize revenue engine to drive predicable, scalable growth through well planned KPIs * Sequence and manage rollouts for major national accounts to ensure structural success. * Leverage data analytics to gain insights into partner behavior, sales trends, and market opportunities. * Use data to inform strategic decisions regarding sales processes, marketing efforts, and partner relationships. * Manage Salesforce platform governance, reporting integrity, and clean data architecture, as well as additional technology stack supporting Comfort Plan sales teams. * In partnership with GM, Comfort, own team planning process, OKR structure, and design and evolve team management structures including reporting cadences. * Own performance management, Compensation modeling and quota management for the Comfort Account Management team. Qualifications * 8+ years B2B enterprise business development, sales and/or account management experience * Mandatory experience in HVAC/Heat Pump and Home Electrification industry with experience in consumer finance and the energy industry * Athletes wanted - Broad commercial awareness developed in a fast-moving environment * Superior communication skills – both oral and written * Strong interpersonal and relationship building skills * Proven analytical skills and ability to influence people both internally and externally * Proven Ability to ideate, develop and execute strategic plans, in close collaboration with internal and external partners and stakeholders * Decisive and ability to move with speed to implement ideas * Ability to travel up to 30% of the time Employment is contingent upon the successful completion of a background check.  Equal Employment Opportunity Palmetto embraces diversity and is an Equal Employment Opportunity employer. Employment is decided on the basis of qualifications, merit, and business need. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or any other status protected under federal, state, or local law. For more about our Privacy Policy, visit: https://palmetto.com/privacy-policy [https://palmetto.com/privacy-policy]