Key Account Manager Top Chef

The Fork; Greater London; Hybrid; GBP 60,000 - 90,000; Full time

Benefits offered by this job

Flexible working

Lunch vouchers

International teams

Parental leave

Life & Disability Insurance

Remote/hybrid options

Job summary

TheFork is seeking a driven Key Account Manager Hunter in the UK to accelerate growth among premium independent restaurants, including AA Guide and fine dining concepts. This field-based role balances strategic outreach with high-touch meetings to secure long-term partnerships.

You will build a strong pipeline, negotiate complex deals, and collaborate with a cross-functional team to deliver exceptional dining experiences across Europe.

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 adaptable 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.

Responsibilities

• 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 target cities and identifying restaurants with the highest strategic value for TheFork.
• Generating pipeline through outreach, networking, referrals, local market mapping, cold calls, and visits.
• Conducting high-quality meetings and product demos with owners, operators, chefs and GMs to present TheFork’s B2C and B2B value.
• Managing your pipeline from first contact to negotiation and closing.
• Sharing market insights and restaurant intelligence with the wider sales team.

Skills

B2B sales

Key account management

Negotiation

Communication skills

Sales pipeline

Resilience

Organization

Tools

CRM

Google Workspace

CRM systems

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.

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.

You will build a high-quality pipeline, and lead consultative negotiations end to end with some of the country’s most respected hospitality operators.

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

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

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)

Life & Disability Insurance at no cost to the employee

Amazing offices with dining, a coffee point on each floor, and leisure area

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.