Enterprise Business Development Manager - Flow

MAPAL Group; City Of London; On-site; GBP 60,000 - 100,000; Full time

Job summary

Mapal Group is hiring a Business Development Manager to lead new business acquisition in the UK QSR/FSR segment. You will own the full sales cycle, from outreach to contract signature, engaging HR Directors, Operations Directors, and senior leaders to demonstrate value and close deals.

As a Mapal ambassador in the UK market, you will build strategic relationships with hospitality operators and technology partners, collaborating with Marketing and Customer Success to drive ARR growth and ensure

Qualifications

• Experience: 5+ years in B2B SaaS sales or business development, ideally selling into hospitality or vertical SaaS.
• Hospitality knowledge: Strong understanding of restaurant operations, workforce challenges, and UK hospitality dynamics.
• Track record: Proven success in acquiring new logos, cold outreach, and consistently achieving or exceeding revenue targets.
• Skills: Excellent prospecting, negotiation, stakeholder management, and consultative selling skills.
• Data & Tools: Strong experience using CRM tools with a data-driven approach to pipeline management, opportunity qualification, and forecasting accuracy.
• Language: Native or fluent English required.

Responsibilities

• Define and execute Mapal’s go-to-market strategy focused on the UK QSR/FSR segment, aligned with ICP and growth objectives.
• Identify, segment, and prioritise target restaurant accounts based on size, operational complexity, and strategic fit.
• Develop a deep understanding of restaurant workforce challenges including training, development, communications, feedback and employee engagement.
• Build and maintain a strong, qualified pipeline through outbound prospecting and account planning.
• Own the full sales cycle for new customers, from first contact through to contract signature.
• Engage with key stakeholders such as HR Directors, Operations Directors, People & Culture leaders, and Ownership groups.
• Deliver insight-led, value-focused product demonstrations that uncover customer context and challenges, clearly showing how Mapal products drive measurable improvements in staff engagement, learning outcomes, operational consistency, and overall compliance.
• Manage commercial negotiations and close deals that support long-term customer value and ARR growth.
• Identify and develop strategic relationships within the UK restaurant ecosystem, including consultants, hospitality groups, and technology partners.
• Represent Mapal at hospitality trade shows, events, and industry forums.
• Act as a Mapal ambassador in the UK QSR/FSR market, strengthening brand awareness and credibility.
• Partner closely with Marketing to refine restaurant-specific messaging, campaigns, and lead-generation initiatives.
• Collaborate with Customer Success on strategic account planning to identify high-growth opportunities within the restaurant customer base, driving ARR expansion while supporting strong onboarding outcomes and positive NPS.
• Provide structured feedback to Product teams on restaurant-specific requirements, objections, and competitive insights.

Skills

B2B SaaS sales

New logos

Prospecting

Negotiation

Stakeholder management

Consultative selling

CRM tools

Tools

CRM systems

Job description

About Mapal

We are a fast-growing B2B SaaS company transforming how hospitality businesses operate through technology. Mapal Group provides an integrated platform that helps restaurants, hotels, and contract catering brands optimize operations, empower their teams, and scale efficiently. Operating across Europe, the UK, and LATAM, we continue to expand our footprint as we accelerate our growth.

Our Culture

Our culture is shaped by six core values: Commitment, Customer Obsession, One Team, Ownership, Resilience, and Think Big. These values drive everything we do, from how we support our customers to how we work together as a team. We seek individuals who embody these values, bringing passion and creativity to their work, taking ownership of their contributions, and embracing collaboration and innovation to achieve ambitious goals.

Role Overview

The Business Development Manager will own new business acquisition within the UK QSR/FSR ICP, with a clear desire to grow Mapal’s presence across QSR and FSR brands, regional restaurant groups, franchise operators, and multi-site restaurant businesses.

This role is critical to driving pipeline creation, winning new QSR/FSR logos, and positioning Mapal as the preferred all-in-one people and operations platform for restaurants in the UK. You will work closely with Marketing, Sales, and Customer Success to execute a focused go-to-market strategy aligned with Mapal’s value proposition.

Key Responsabilities

Market Strategy & Business Development

• Define and execute Mapal’s go-to-market strategy focused on the UK QSR/FSR segment, aligned with ICP and growth objectives.

• Identify, segment, and prioritise target restaurant accounts based on size, operational complexity, and strategic fit.

• Develop a deep understanding of restaurant workforce challenges including training, development, communications, feedback and employee engagement.

• Build and maintain a strong, qualified pipeline through outbound prospecting and account planning.

New Business Acquisition

• Own the full sales cycle for new customers, from first contact through to contract signature.

• Engage with key stakeholders such as HR Directors, Operations Directors, People & Culture leaders, and Ownership groups.

• Deliver insight-led, value-focused product demonstrations that uncover customer context and challenges, clearly showing how Mapal products drive measurable improvements in staff engagement, learning outcomes, operational consistency, and overall compliance.

• Manage commercial negotiations and close deals that support long-term customer value and ARR growth.

Partnerships & Market Presence

• Identify and develop strategic relationships within the UK restaurant ecosystem, including consultants, hospitality groups, and technology partners.

• Represent Mapal at hospitality trade shows, events, and industry forums.

• Act as a Mapal ambassador in the UK QSR/FSR market, strengthening brand awareness and credibility.

Cross-functional Collaboration

• Partner closely with Marketing to refine restaurant-specific messaging, campaigns, and lead-generation initiatives.

• Collaborate with Customer Success on strategic account planning to identify high-growth opportunities within the restaurant customer base, driving ARR expansion while supporting strong onboarding outcomes and positive NPS.

• Provide structured feedback to Product teams on restaurant-specific requirements, objections, and competitive insights.

Qualifications

• Experience: 5+ years in B2B SaaS sales or business development, ideally selling into hospitality or vertical SaaS.

• Hospitality Knowledge: Strong understanding of restaurant operations, workforce challenges, and UK hospitality dynamics.

• Track Record: Proven success in acquiring new logos, cold outreach, and consistently achieving or exceeding revenue targets.

• Skills: Excellent prospecting, negotiation, stakeholder management, and consultative selling skills.

• Data & Tools: Strong experience using CRM tools with a data-driven approach to pipeline management, opportunity qualification, and forecasting accuracy.

• Language: Native or fluent English required.

Equal Employment Opportunity

At Mapal, we believe our differences make us stronger. We’re proud to offer equal opportunities to everyone, no matter your background, identity, or life experience. What matters most to us is your talent, your passion, and the ideas you bring to our team. We’re committed to creating an inclusive workplace where everyone feels valued, respected, and supported. In line with applicable European regulations, we provide reasonable accommodations for candidates and employees with disabilities. If you require any assistance during the application or interview process, please inform the Talent Acquisition team.