(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.

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.