Business Development Manager Restaurants

Overview

Mapal Group is looking for an Edinburgh based Business Development Manager – UK Restaurants
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Reports to: Sales Manager

Location: Edinburgh

Type: Full-time, Permanent

The Business Development Manager will own new business acquisition within the UK 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.

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 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 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 high-growth 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.
• Revenue Growth: New ARR generated from UK 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.
• 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.

• 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…