Key Account Manager Top Chef

Tripadvisor; Greater London; Hybrid; GBP 42,000 - 68,000; Full time

Benefits offered by this job

Flexible working environment

Lunch vouchers

Health insurance

Life & Disability Insurance

Pension plans

Parental leave

Continued learning and development

Calm app access

Job summary

TheFork is seeking a results-driven Key Account Manager Hunter to accelerate growth among premium independent restaurants in the UK. You will own the end-to-end sales process, from prospecting to closing, in a field-based role with 50% travel.

You will build a high-value pipeline, conduct product demos for owners and operators, and collaborate with the wider team to tailor B2C and B2B value propositions. Fluency in English is essential.

Qualifications

• 4+ years of experience in B2B sales, key account acquisition, or hospitality tech sales.
• Proven ability to prospect, manage a pipeline, negotiate and close deals independently.
• Experience with premium, high-value or complex accounts in the restaurant sector is a plus.
• Strong commercial mindset with negotiation and influencing skills.
• Excellent communication skills and adaptability to various decision-makers.
• Fluent in English with professional business communication.

Responsibilities

• Prospect and acquire new premium independent restaurants across UK cities.
• Build target city understanding and identify high-value accounts for TheFork.
• Generate pipeline via outreach, referrals, market mapping, calls and visits.
• Conduct meetings and product demos with owners and general managers to present TheFork’s value.
• Manage pipeline from first contact to negotiation and closing.
• Share market insights with the sales team.

Skills

B2B sales

Pipeline management

Negotiation

Premium accounts

English fluency

Communication

Prospecting

Resilience

Organisation

Tools

CRM

Google Workspace

Job description

Join our Movement and Champion Restaurant Culture!

At TheFork we believe that the best things in life happen around the table.

As the leading restaurant booking platform in Europe, we connect the broadest community of loyal diners with the world’s favorite restaurants. Powered by innovation and a deep passion for the restaurant industry, we create unique dining experiences across 11 countries.

We’re part of the Tripadvisor Group and proud to be building a diverse, people-first culture where “respect”, “ownership”, “growth” and “better together” values thrive.

If you’re passionate about food, technology, and making a real impact, your seat at the table is ready.

In the UK, we operate in one of the most competitive and fast-paced restaurant markets, where success requires strong execution, resilience, and commercial drive.

Discover life at TheFork.

What You Will Do

We are looking for a Key Account Manager Hunter to accelerate TheFork’s growth within the premium independent restaurant segment across key cities in the UK. This includes AA Guide restaurants, fine dining concepts and high-end independent restaurants.

This is a field-based role (approx. 50% of your time).

Your Day-to-day Will Include

• Prospecting and acquiring new premium independent restaurants across key cities in the UK, including AA Guide, fine dining, and high-end independent concepts
• Building a strong understanding of your target cities and identifying the independent restaurants with the highest strategic value for TheFork
• Generating your own pipeline through targeted outreach, networking, referrals, local market mapping, cold calls and in-person visits
• Conducting high-quality meetings and product demos with owners, operators, chefs and general managers to present TheFork’s B2C and B2B value proposition
• Managing your pipeline from first contact to negotiation and closing
• Sharing market insights and restaurant intelligence with the wider sales team

What Success Looks Like

First 60 days

Quick ramp up on the sales pitch and product knowledge (both B2C and B2B)

• Build a clear target account list and qualified pipeline of high-potential premium restaurants
• Demonstrate consistent activity across outreach, meetings, visits and follow-ups
• Start building credibility with premium restaurant owners, chefs, operators and general managers
• Close your first strategic deals independently

After the first 60 days

• Reach full productivity on quarterly acquisition targets
• Manage your target cities and account list independently
• Consistently generate new business through your own high-quality pipeline
• Become a key internal reference point for the premium independent restaurant segment in your target cities

Who You Are

You must meet these essential qualifications:

• 4+ years of experience in B2B sales, key account acquisition, hospitality tech, SaaS, marketplace, or restaurant-related sales
• Proven ability to prospect, manage a pipeline, negotiate and close deals independently
• Experience working with premium, high-value or complex accounts
• Strong commercial mindset, with the ability to influence and negotiate effectively
• Excellent communication skills, with the ability to adapt your pitch to different restaurant profiles and decision-makers
• Credibility, confidence and professionalism when engaging with owners, operators, chefs and general managers
• Resilience and positivity in a target-driven sales environment
• Strong organisation and prioritisation skills
• Fluent in English

You can impress us with

• Previous experience selling to premium independent restaurants, fine dining, hotels, hospitality businesses or luxury/premium brands
• Strong knowledge of the UK restaurant scene, especially Michelin-listed, AA Guide, destination or high-end independent restaurants
• Existing network within the premium hospitality community
• Ability to combine a hunter mindset with a consultative and relationship-led sales approach
• Genuine passion for restaurants, food culture and hospitality
• Confidence using digital tools, including Google Workspace; CRM experience is a plus

What We Offer

• An awesome team
• A permanent contract
• Flexible working environment (2 days home office per week + up to 4 total weeks additional flexibility during the summer period and in December to work fully remotely)
• Competitive fixed salary and bonus
• Lunch vouchers available 3 working days per week
• International teams and a multicultural environment spanning 10 offices across Europe
• Highly inclusive working environment
• Lifestyle benefits that can be used to reimburse expenses related to physical and leisure activities, family support, travel etc
• Continuous learning and development programs
• Free access to the Calm app to help you build resilience wherever you are in your mental health journey
• Dedicated parental leave and caregiver leave policies (12 weeks fully paid)
• Health insurance
• Life & Disability Insurance at no cost to the employee
• Attractive pension plans
• Amazing offices with dining, a coffee point on each floor, and leisure area
• Team building events

All hiring happens through our careers site and official email. We do not text or ask for payment during the hiring process. Please report any suspicious messages immediately.

We believe that we are better together, and we welcome you for who you are. We endeavor to ensure that everyone - regardless of ability, age, socio-economic & cultural background, ethnicity, faith, gender, gender expression, gender identity, ideology, national origin, race, sexual orientation, marital status, or any characteristic protected under applicable law -has the opportunity to reach their full potential. At TheFork, we want you to bring us your unique perspectives and experiences, so we can collectively continue disrupting the restaurant industry and go from good to great.

TheFork is committed to a fair recruitment process. If you have special needs and require reasonable support during your application, interview, or participation in the selection process due to health conditions or disability, please direct your inquiries to [e-mail]. Our HR team will review the request and respond accordingly.