Business Development Manager – UK Hotels

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.

Key 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.

Key Indicators (KPIs)

🔹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.

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 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.

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.