Business Development Manager – Restaurants

Description

Summary: The Business Development Manager will drive new business acquisition within the Spanish Restaurant ICP, focusing on growing Mapal’s presence across regional and multi-site operators. Highlights: 1. Owns new business acquisition in Spanish Restaurant ICP 2. Drives pipeline creation and wins new logos for Mapal 3. Collaborates cross-functionally to execute go-to-market strategy **Reports to:** Sales Manager **Location:** Madrid **Type:** Full\-time, Permanent **Role Overview** The Business Development Manager will own new business acquisition within the Spanish Restaurant ICP, with a clear focus on growing Mapal’s presence across regional restaurant groups and multi\-site restaurant operators. This role is critical to driving pipeline creation, winning new 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 Responsibilities** **Market Strategy \& Business Development** * Define and execute Mapal’s go\-to\-market strategy focused on the UK Restaurant segment, aligned with ICP and growth objectives. * Identify, segment, and prioritise target 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 restaurant 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 Spanish 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 Spanish Restaurant 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 highgrowth opportunities within the hotel 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. **Key Indicators (KPIs)** * Revenue Growth: New ARR generated from Spain Restaurant customers. * Pipeline Performance: Qualified pipeline coverage and conversion rates. * Customer Acquisition: Number of new logos and market penetration within target segments. * Sales Efficiency: Win rate, average deal size, and sales cycle length. **Key Challenges** * Competitive Landscape: Differentiating Mapal in a crowded hospitality technology market. * Complex Buying Processes: Managing multi\-stakeholder decision\-making and aligning buying committees within restaurant groups. * Market Education: Challenging existing approaches by demonstrating the value of Mapal products in addressing engagement, learning, and operational consistency versus fragmented point solutions. * Scaling Growth: Building repeatable and scalable sales motions within the UK Restaurant market. * ICP Discipline: Balancing speed of growth with strategic account quality and long\-term value. **Qualifications** * Experience: 3 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. ***About the Company*** *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.* ***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 UK regulations, we provide reasonable accommodation for candidates and* *employees with disabilities. If you require any assistance during the application or interview* *process, please inform the Talent Acquisition team.*