Inbound Sales Team Lead

Groupon is a marketplace where customers discover new experiences and services everyday and local businesses thrive. To date we have worked with over a million merchant partners worldwide, connecting over 16 million customers with deals across various categories. In a world often dominated by e-commerce giants, we stand out as one of the few platforms uniquely committed to helping local businesses succeed on a performance basis. Groupon is on a radical journey to transform our business with relentless pursuit of results. Even with thousands of employees spread across multiple continents, we still maintain a culture that inspires innovation, rewards risk-taking and celebrates success. The impact here can be immediate due to our scale and the speed of our transformation. We're a "best of both worlds" kind of company. We're big enough to have the resources and scale, but small enough that a single person has a surprising amount of autonomy and can make a meaningful impact. What You’ll Do 70% Individual Sales Excellence • Own a high-velocity inbound pipeline from first contact to close, consistently exceeding KPIs and quota. • Demonstrate best-in-class discovery, objection handling, solution matching, and closing to model excellence for your team. • Maintain 100% data accuracy and process adherence in Salesforce; log activities, update stages, and forecast with precision. • Use data and AI to prioritize leads, prep calls, personalize outreach, summarize conversations, and improve cycle time; share insights and repeatable plays with the team. • Serve as a subject-matter expert for inbound sales motions, marketplace dynamics, and category nuances. 30% Team Leadership and Development • Lead and coach Inbound Sales Representatives through ramp and beyond; establish weekly 1:1s, call coaching, and action plans. • Run structured team meetings focused on skill-building, peer sharing, and real-time problem solving. • Review, QA, and approve team Salesforce data and deal quality; enforce high standards from day one. • Track and report each rep’s performance against targets (e.g., revenue/gross profit, bookings/units, conversion, activity) to help them unlock bonuses. • Partner with Sales Enablement on onboarding and ongoing training; create and maintain process documentation, talk tracks, and AI prompt libraries. • Identify performance gaps early; deliver targeted coaching and escalation when needed. • Champion responsible AI adoption across the team: teach prompt best practices, calibrate outputs, set usage guardrails, and ensure adherence to privacy, security, and compliance guidelines. Collaboration and Influence • Represent your team’s insights, blockers, and wins to the Inbound Sales Manager/Director and cross-functional partners (Marketing, Operations, Enablement, Analytics, Product). • Provide structured feedback on lead quality, routing, messaging, and process improvements to drive better outcomes. • Participate in forecasting, pipeline reviews, and business rhythms; ensure team alignment to strategy and goals. • Partner with RevOps and Enablement to evaluate, pilot, and roll out AI-enabled tools and workflows; measure and report impact. Success Measures • Personal quota attainment (revenue/gross profit) and consistent overachievement on core KPIs. • Team ramp speed and attainment; improvements in conversion rates, pipeline coverage, and data hygiene. • Forecast accuracy and Salesforce data integrity for both personal and team pipelines. • Rep engagement and progression: coaching plan completion, skill growth, and progression toward target. • Documented productivity or quality gains from AI-enabled workflows (e.g., faster ramp, higher conversion, reduced cycle time). What You’ll Bring Must-Haves • Proven top performance in current/most recent role, consistently at or above 95% attainment across revenue and unit/bookings metrics. • Minimum 6 months tenure in your current position and deep familiarity with marketplace dynamics and internal systems. • 1+ years of B2B inside sales experience (SMB/merchant acquisition or marketplace/e-commerce strongly preferred). • Demonstrated coaching/mentoring experience (formal team lead, peer coach, or “go-to” resource) with evidence of improving others’ performance. • Expert-level CRM skills; Salesforce proficiency is non-negotiable. Strong commitment to data integrity and process discipline. • Advanced consultative selling skills: discovery, ROI storytelling, objection handling, and closing. • AI champion: hands-on use of generative AI and sales AI to accelerate research, outreach, call prep/review, and pipeline management (e.g., drafting emails, summarizing calls, crafting talk tracks, lead prioritization), with measurable productivity or quality gains. • Ability to teach and govern AI use within a sales team: prompt best practices, output quality control, data privacy/compliance awareness, and clarity on when not to use AI. • Excellent organization and context-switching: able to sell at a high level while leading and developing others. Nice-to-Haves • Experience leading a small team (3–8 reps) in a player-coach capacity. • Background in local commerce, SMB acquisition, or categories like restaurants, beauty/wellness, activities, travel, or home services. • Experience piloting or rolling out AI tools on a sales team; comfort creating lightweight AI playbooks, prompt libraries, metrics, and usage guardrails. • Data literacy: comfort with dashboards, Excel/Sheets, and using KPIs to coach and optimize. Tools You’ll Use • Salesforce • Google Workspace • Salesloft • Call intelligence/coaching tools with AI features • Generative AI assistants Equal Opportunity Groupon is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. How to Apply Submit your resume and a brief note describing your top sales achievement and an example of how you’ve coached someone to higher performance. If available, include a short example of how you used AI to improve sales productivity or quality (what you did, the tool, and the measurable result). Groupon 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. You can also find out more about us in the latest Groupon news as well as learning about our DEI approach. 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 Apply tot his job