Key Account 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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We are hiring a Key Account Manager (Enterprise) to drive growth and strengthen relationships across Singapore and Malaysia's leading restaurant groups.

This role is ideal for a strategic, data-driven relationship builder who thrives in managing multi-outlet F&B brands, aligning commercial outcomes with client success, and unlocking new revenue opportunities across TabSquare's ecosystem.

You will be responsible for retention, upsell, and expansion within a defined portfolio of top-tier enterprise accounts, while also identifying and closing new opportunities within those groups.

You will report to the Head of Commercial APAC and work closely with the Success, Product, and Marketing teams to deliver measurable revenue growth and long-term partnerships.

Key Responsibilities:

1. Strategic Account Management

• Own end-to-end relationship with key enterprise restaurant groups across Singapore and Malaysia.

• Serve as the main commercial contact for CXOs, digital transformation heads, and operations leaders.

• Conduct regular QBRs (Quarterly Business Reviews) to review performance, align on KPIs, and co-create growth plans.

2. Revenue Growth & Expansion

• Identify upsell and cross-sell opportunities across TabSquare's suite (SmartQR, Kiosk, Payments, SmartEngage, etc.).

• Partner with Success Managers and Solutions Consultants to structure multi-outlet rollouts and new feature adoption.

• Negotiate renewals and multi-year agreements to expand share of wallet and account profitability.

3. Retention & Relationship Health

• Monitor account health, engagement metrics, and product usage to anticipate churn risks.

• Develop joint success plans for each key account to drive measurable outcomes (e.g., GMV growth, customer retention, marketing ROI).

• Build trust by acting as a proactive advisor offering insights, benchmarking data, and new solutions aligned with client goals.

4. Market & Competitive Intelligence

• Track competitor activities, pricing, and product adoption trends within major F&B groups.

• Share intelligence with product and leadership teams to refine go-to-market and feature priorities.

• Identify potential pilot or co-marketing opportunities with strategic clients.

5. Commercial Planning & Reporting

• Maintain accurate CRM records, renewal dates, and revenue forecasts.

• Prepare and present monthly business reviews and performance reports by account.

• Contribute to regional account planning, forecasting, and quarterly growth targets.

• 5 - 8 years of experience in B2B account management, key account, or enterprise sales roles - 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 skills at both CXO and operational levels.

• Experience handling cross-border or regional accounts across Singapore and Malaysia is highly preferred.

• Proficiency with CRM tools (e.g., Salesforce, Pipedrive) and data-driven account planning.

• Strong presentation and communication skills, with the ability to influence stakeholders.

• Self-driven, structured, and comfortable managing complex enterprise relationships with multiple decision-makers.

• Fluency in English required; Mandarin or Bahasa Malaysia proficiency is a plus.