Key Account Manager - Enterprise Restaurant Groups

About the role

TabSquare, part of the Delivery Hero Group, is hiring a Key Account Manager to drive growth and strengthen relationships with Singapore and Malaysia's leading restaurant groups. You will manage a portfolio of top-tier enterprise accounts, focusing on retention, upsell and expansion, while also closing new opportunities. The role reports to the Head of Account Management & Customer Success and works closely with Success, Product and Marketing teams.

Key responsibilities

• Own the end-to-end relationship with key enterprise restaurant groups and act as the main commercial contact for CXOs, digital transformation heads and operations leaders.
• Conduct Quarterly Business Reviews to review performance, align on KPIs and co-create growth plans.
• Identify upsell and cross-sell opportunities across TabSquare's suite (SmartQR, Kiosk, Payments, SmartEngage, etc.) and partner with Success Managers and Solutions Consultants on multi-outlet rollouts and new feature adoption.
• Negotiate renewals and multi-year agreements to expand share of wallet and account profitability.
• Monitor account health, engagement metrics and product usage to anticipate churn, and build joint success plans for each key account.
• Track competitor activity, pricing and product adoption trends, and share intelligence with product and leadership teams.
• Maintain CRM records, renewal dates and revenue forecasts, and prepare monthly business reviews and performance reports.

Required profile

• 5-8 years of experience in B2B account management, key account or enterprise sales, preferably in SaaS, Payments or F&B tech.
• Proven track record managing multi-location clients and driving retention and upsell.
• Strong commercial acumen, negotiation and relationship management at both CXO and operational levels.
• Experience with cross-border or regional accounts across Singapore and Malaysia is highly preferred.
• Fluency in English required; Mandarin or Bahasa Malaysia is a plus.

Required skills

• Proficiency with CRM tools such as Salesforce or Pipedrive.
• Data-driven account planning and strong presentation and communication skills.