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.
