(IBERIA) Business Development Manager

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.

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.