Regional Business Development Manager

Tabsquare is part of the Delivery Hero Group, the world's pioneering local delivery platform, our mission is to deliver an amazing experience—fast, easy, and to your door. We operate in over 70+ countries worldwide. Headquartered in Berlin, Germany. Delivery Hero has been listed on the Frankfurt Stock Exchange since 2017 and is part of the MDAX stock market index.

Tabsquare provides AI-powered technology solutions for the F&B industry. Through Tabsquare's solutions, restaurants can efficiently manage orders, process payments, and effectively engage with their customers. TabSquare assists partner restaurants in driving higher sales, streamlining operations, and delivering an enhanced customer experience. Tabsquare is a market leader with operations in Singapore, Malaysia, Indonesia, Australia, the Philippines, Taiwan, Thailand, Hong Kong, Sweden, and the UAE. Trusted by thousands of restaurants, TabSquare's clients include well-known F&B brands such as Pizza Hut, KFC, Minor Food Group, Sushi Tei, Paradise Food Group, Japan Foods Holding, Zingrill Holdings, The Coffee Club, Old Town White Coffee, Secret Recipe, and many more. TabSquare is a wholly owned subsidiary of Delivery Hero, a global leader in the food delivery industry.

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Role Overview:

We're hiring a Regional Business Development Lead to drive customer acquisition and revenue growth across Southeast Asia, with a strong focus on enterprise and high-value multi-outlet chains.

This role demands a hunter mindset, with the ability to open new markets, close strategic accounts, and build scalable acquisition models for Enterprise F&B clients. You will work closely with the marketing, product, and partnerships teams to build and execute a repeatable acquisition playbook that drives rapid ARR (Annual Recurring Revenue) growth.

You will report to the VP Sales and play a central role in shaping the next chapter of TabSquare's commercial success across Southeast Asia.

Responsibilities:

1. New Customer Acquisition & Revenue Growth

• Own and exceed new ARR targets by acquiring enterprise chains, QSRs, cloud kitchens, and hospitality brands across Southeast Asia
• Drive high-value, multi-location deals by mapping stakeholders (C-level, operations, IT) and crafting tailored solutions.
• Build and optimize acquisition funnels in collaboration with marketing (ABM (Account-Based Marketing), lead generation campaigns).

2. GTM Strategy & Execution

• Develop and execute market-specific GTM (Go-To-Market)strategies for high-growth verticals (cloud kitchens, QSRs).
• Partner with POS (Point Of Sale)  providers, payment companies, and aggregators to build joint acquisition pipelines.
• Monitor competitive activity and industry trends to provide feedback to product and leadership teams for continuous market-fit improvement.
• Drive pricing strategy and tailored solution proposals for enterprise deals.

3. Strategic Partnerships & Ecosystem Leverage

• Forge co-selling partnerships with technology vendors and hospitality ecosystem players to increase lead flow.
• Represent TabSquare at key industry trade events, conferences, and exhibitions to generate enterprise leads and strengthen brand presence.

4. Sales Excellence & Pipeline Management

• Own the end-to-end sales cycle, including prospecting, solutioning, pricing, negotiation, and deal closure.
• Maintain healthy pipeline coverage and accurate forecasting.
• Ensure CAC (Customer Acquisition Cost) payback and maintain a healthy LTV(Customer Lifetime Value):CAC ratio.
• Lead discovery and consultative sales conversations with multi-functional and C-level stakeholders to uncover needs and align solutions.

5. Team Leadership & Cross-Functional Collaboration

• Mentor and coach country-level BD teams and SDRs to drive consistent performance.
• Work closely with Customer Success and Account Management to ensure smooth handovers and to drive expansion revenue (multi-module upsell).

Travel up to 50% across assigned markets to support deal closure and client relationship building.

Requirements:

• 5–8 years' proven success in B2B SaaS business development within the technology sector. 
• Proven track record of closing complex enterprise deals and delivering ARR growth in a SaaS environment.
• Proven expertise in consultative sales and solution selling across large enterprise groups and tech-driven platforms.
• Strong ecosystem connections in POS, payments, or food delivery tech are a plus.
• Data-driven mindset, comfortable with sales metrics and ARR growth KPIs.
• Excellent communication and negotiation skills, with the ability to influence at C-level.
• Regional exposure is preferred 
• Start-up or high-growth tech exposure is a strong plus.
• Fluency in English is required. Proficiency in Mandarin is a bonus.

KPIs for Success:

• New ARR contribution
• Healthy pipeline management.
• Successful enterprise account onboarding with multi-module adoption.