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Role: Account Manager - UK

Reports to: General Manager - UK

Location: London, UK

Work Type: Hybrid

Employment Type: Full Time

Pay:

• Base salary range: £45,000 - £48,000 base

• 30% uncapped commission

• ESOP

Fresho is a fast growing tech scale-up on a mission to transform the food industry for the benefit of people and the planet.

Our order management software is revolutionising the way the entire industry operates - from day to day operations, to mental health and wellbeing, to food waste reduction - the impact of Fresho touches every aspect of the sector in a hugely positive way making it more efficient, enjoyable, profitable and sustainable.

We work closely with wholesale fresh food suppliers and 45,000 restaurants, cafes, hotels and other foodservice venues.

Fundamental to our culture is the belief that our people are everything. We are purposefully building our culture alongside our business to make Fresho a fun, positive and inclusive place to work for our dynamic team of Freshonauts.

Fresho has raised over $45m to date and processes almost $400m monthly through the platform with 750,000 orders monthly. We are headquartered in Melbourne, Australia with offices in London, United Kingdom and Auckland, New Zealand, and customers in Australia, United Kingdom, United States, Ireland and New Zealand.

We’re looking for a commercially-minded, customer-centric Account Manager to join Fresho’s UK team. In this role, you’ll take ownership of a portfolio of key supplier accounts - building relationships, spotting growth opportunities, and helping customers get more value from Fresho.

You’ll be the face of Fresho for your accounts: identifying upsell opportunities, driving product adoption, and ensuring our customers are set up for long-term success.

This is a high-impact role suited to someone who thrives in a fast-moving scale-up environment, loves building relationships, and has a track record of growing B2B accounts.

• Salary: The base salary on offer for this role will be between £45,000–£48,000 dependent on experience and skills (plus pension and ESOP) with no cap on commission.

• Location: This is a hybrid role based 4 days a week at our London HQ at The Fisheries in London Fields, or on the road.

• Travel/On-Site Work: Local London and broader UK travel is required to support your Accounts on-site - a chance to see your work in action and build real relationships.

Account Management & Relationship Building (30%)

• Own and grow a portfolio of supplier accounts across the UK

• Develop strong relationships with key decision-makers (e.g. owners, directors, C-suite)

• Share data-driven content relevant to your accounts including Case Studies, New Feature Briefs and educational content to enable their business goals

• Act as a trusted advisor and product expert for your accounts

• Manage renewals, pricing reviews, and contract amendments

Revenue Growth & Upsell (30%)

• Use data to demonstrate the success and opportunities of their relationship with Fresho

• Identify and close upsell opportunities (e.g. Payments, AI Ordering, Paid Support)

• Increase average revenue per account (ARPA) through solution selling

• Collaborate with Sales and Product teams to introduce new features and products

Platform Engagement & Product Adoption (30%)

• Increase customer usage of Fresho’s features (e.g. Inventory tools, Payments)

• Work with CX and Onboarding teams to support training and adoption

• Gather customer feedback and relay insights to Product and Engineering teams

Process & Reporting (10%)

• Maintain accurate records in Salesforce (meetings, calls, contacts, opportunities)

• Track account performance and report against key metrics (e.g. retention, ARPA growth)

• Contribute to process improvements and internal best practices

Success in this role will result in achieving MRR targets through upsell growth, supported by strong relationships and product adoption:

• High retention rates across your managed accounts

• Increased feature adoption across your accounts (Inventory, Payments, AI Ordering, etc.)

• Smooth execution of annual price reviews and support with price change implementation

• Generation of new business through supplier referrals from existing accounts

• Reactivation of non-using but paying accounts to increase value and reduce churn

• Demonstrated collaboration with CX, Sales, and Marketing to drive shared account goals

• Regular flow of actionable product and market intelligence to the Product & Engineering teams

Must-Have Skills

• 3+ years in a B2B SaaS Account Manager or similar client-facing role

• Proven track record of managing and growing commercial accounts

• Strong communication and stakeholder management skills

• Commercial acumen and ability to spot upsell opportunities

• Comfortable using CRM tools (e.g., Salesforce) and collaborating cross-functionally

• Tech-savvy - comfortable and can use internal tools such as Slack, Google Workspace, Aircall, and more with ease

• Data-driven - be able to collect and communicate the stories behind data that show relevant trends and opportunities for your portfolio

Fresho’s values

Successful candidates will be able to demonstrate these values:

• Respectfully authentic - build trust, be yourself and be a good team member

• Growth mindset - think big and keep learning

• Customer focused - focus on the user and all else will follow

• Own it together - we take responsibility and we collaborate

It’s a Bonus if You Bring:

• Experience in payments, hospitality tech, or similar B2B software environments.

• Familiarity with foodservice suppliers, supply chains, or wholesale distribution.

• Background working in a scale-up or startup environment where pace, ambiguity, and ownership are part of the culture.

Everything you need to live and work well.

• Employee Share Option Plan so you can share in Fresho’s success

• LinkedIn Learning Subscription with weekly work time dedicated to growing new skills

• Mentoring programme to help you grow and exceed your potential

• Flexible working with hybrid and fully remote teams

• Procaffeinating Wednesdays where the coffee’s on us + in office coffee machines

• Weekly fresh fruit in the office

• Regular socials (with snacks and drinks of course!)

• Fresho merch so you can look sharp in our branded swag

• Referral bonuses - invite your friends and get paid for it!

• Employee Assistance Program to support your mental health and wellbeing

• CEO Book Club where role related e-books are on us

• Fresho Sponsorship program to support your personal interests outside of work

• Paid time off for fertility treatments and generous parental leave policy

Fresho embraces diversity and equal opportunity in a serious way. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be.