Key Account Manager

Delivery Hero; Singapore; Hybrid; SGD 120,000 - 180,000; Full time

Job summary

TabSquare, part of the Delivery Hero Group, is hiring a Key Account Manager to drive growth and strengthen relationships with Singapore and Malaysia’s leading restaurant groups. You will own end-to-end relationships, identify upsell opportunities across TabSquare’s suite, and work with success, product, and marketing teams to deliver measurable revenue growth.

You will manage multi-location accounts, negotiate renewals, and partner with cross-functional teams to optimize go-to-market and client

Qualifications

• 5–8 years in B2B account management or enterprise sales.
• Proven ability to manage multi-location clients in SaaS/Payments/F&B tech.
• Strong commercial acumen and stakeholder management.
• Experience with cross-border accounts in Singapore and Malaysia is preferred.

Responsibilities

• Own end-to-end relationships with leading enterprise restaurant groups in Singapore and Malaysia.
• Identify upsell opportunities across TabSquare’s suite.
• Lead quarterly business reviews and co-create growth plans.
• Negotiate renewals and multi-year agreements to expand wallet share.
• Maintain CRM records and feed revenue forecasts.

Skills

B2B account management

Enterprise sales

SaaS experience

Cross-border accounts

English fluency

Tools

Salesforce

Pipedrive

Job description

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.

At TabSquare, we believe dining is more than food – it’s about connection, celebration, and community. Our mission is to reimagine the way people dine and restaurants grow.

We empower thousands of restaurants and small-medium businesses across 10+ APAC markets with AI-powered ordering and engagement tools that democratize digital growth and create memorable dining moments for millions of customers.

We are hiring a Key Account Managerto 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 Account Management & Customer Success 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.
• 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.

Qualifications

What We Are Looking For

• 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.

Additional Information

Why Join TabSquare

Redefine the Future of Dining - Build AI, fintech, and digital solutions that transform how restaurants operate

Create Lasting Impact, Fast - We take ownership, move with speed, and focus on what truly matters. See the real-world results of your work quickly and tangibly.

Grow as a Leader - We raise the bar, develop the best, and provide clear career paths to leadership.

Work in a Culture of Curiosity & Excellence - We dive deep, challenge assumptions, and use data to solve problems. We value bold ideas, experimentation, and continuous learning.

Thrive in a Positive, Humble Environment - We bring good vibes through a collaborative, supportive culture where optimism sparks possibility and openness to feedback drives growth.

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