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- Tasks: Drive new business acquisition in the UK hotel sector and develop strategic relationships.
- Company: Join Mapal Group, a fast-growing B2B SaaS company transforming hospitality operations.
- Benefits: Competitive salary, inclusive culture, and opportunities for professional growth.
- Why this job: Make a real impact in the hospitality industry with innovative technology solutions.
- Qualifications: 5+ years in B2B SaaS sales, strong understanding of hotel operations, and excellent negotiation skills.
- Other info: Embrace a collaborative environment that values diversity and innovation.
The predicted salary is between 36000 - 60000 £ per year.
Mapal Group is looking for an Edinburgh based Business Development Manager – UK Hotels. Reports to: Sales Director Location: Edinburgh Type: Full-time, Permanent
The Business Development Manager will own new business acquisition within the UK Hotel ICP, with a clear desire to grow Mapal’s presence across independent hotels, regional groups, and multi-property hotel operators. This role is critical to driving pipeline creation, winning new hotel logos, and positioning Mapal as the preferred all-in-one people and operations platform for hotels 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.
Responsibilities
- Market Strategy & Business Development: Define and execute Mapal’s go-to-market strategy focused on the UK Hotel segment, aligned with ICP and growth objectives. Identify, segment, and prioritise target hotel accounts based on size, operational complexity, and strategic fit. Develop a deep understanding of hotel 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 hotel customers, from first contact through to contract signature. Engage with key hotel 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 hotel 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 Hotel market, strengthening brand awareness and credibility.
- Cross-functional Collaboration: Partner closely with Marketing to refine hotel-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 hotel-specific requirements, objections, and competitive insights.
- Revenue Growth: New ARR generated from UK Hotel customers.
- Pipeline Performance: Qualified pipeline coverage and conversion rates.
- Customer Acquisition: Number of new hotel 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 hotel 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 Hotel market.
- ICP Discipline: Balancing speed of growth with strategic account quality and long-term value.
Qualifications
- Experience: 5+ years in B2B SaaS sales or business development, ideally selling into hospitality or vertical SaaS.
- Hospitality Knowledge: Strong understanding of hotel 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. 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.
Business Development Manager – UK Hotels employer: Mapal Group
Contact Detail:
Mapal Group Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Business Development Manager – UK Hotels
✨Tip Number 1
Get to know the company inside out! Research Mapal Group, their products, and their position in the UK hotel market. This will help you tailor your conversations and show that you're genuinely interested in what they do.
✨Tip Number 2
Network like a pro! Attend hospitality trade shows and industry events where you can meet key players in the hotel ecosystem. Building relationships can open doors and give you an edge in the application process.
✨Tip Number 3
Practice your pitch! Be ready to discuss how your experience aligns with the role. Highlight your successes in B2B SaaS sales and how you've tackled challenges in the hospitality sector.
✨Tip Number 4
Don’t forget to follow up! After interviews or networking events, send a quick thank-you note. It shows your enthusiasm and keeps you on their radar. And remember, apply through our website for the best chance!
We think you need these skills to ace Business Development Manager – UK Hotels
Some tips for your application 🫡
Tailor Your CV: Make sure your CV is tailored to the Business Development Manager role. Highlight your experience in B2B SaaS sales and any specific achievements in the hospitality sector. We want to see how your skills align with our needs!
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to tell us why you're passionate about the hospitality industry and how you can contribute to Mapal's growth. Be sure to mention any relevant experience that showcases your understanding of hotel operations.
Showcase Your Achievements: When detailing your past roles, focus on quantifiable achievements. Did you exceed sales targets? How many new logos did you acquire? Numbers speak volumes, so let us know how you've made an impact in your previous positions.
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows us you’re keen on joining the Mapal team!
How to prepare for a job interview at Mapal Group
✨Know Your Market
Before the interview, dive deep into the UK hotel market. Understand the key players, current trends, and challenges they face. This knowledge will help you speak confidently about how Mapal can address these issues and position itself as a leader in the industry.
✨Showcase Your Sales Skills
Prepare to discuss your previous successes in B2B SaaS sales, especially within hospitality. Have specific examples ready that highlight your ability to acquire new customers and manage complex sales cycles. This will demonstrate your fit for the role and your understanding of the sales process.
✨Engage with Stakeholders
Familiarise yourself with the types of stakeholders you'll be engaging with, such as HR Directors and Operations Directors. Think about how you can tailor your approach to resonate with their specific needs and challenges, showcasing your consultative selling skills.
✨Embrace Mapal's Values
Mapal's culture is built on core values like Customer Obsession and Ownership. During the interview, reflect these values in your responses. Share examples of how you've demonstrated commitment and resilience in your past roles, aligning your personal ethos with the company's mission.
