Deliveryhero·18 days ago
We’re looking for a high-performing and strategic Commercial Manager (Enterprise) to take ownership of a portfolio of key enterprise accounts and drive new client acquisition across the enterprise segment in Australia and New Zealand.
This is a hands-on individual contributor role for someone who thrives on consultative selling, long-term client partnerships, and managing complex deal cycles. You'll work directly with some of the region's most influential F&B brands—helping them unlock growth through TabSquare’s cutting-edge technology.
What You’ll Be Driving
Enterprise Account Management:
Own and grow a portfolio of enterprise clients—building strategic relationships and ensuring long-term customer success.
Deeply understand each account’s business goals and challenges to drive adoption, value realization, and upsell opportunities.
New Enterprise Acquisition:
Identify, pitch, and close new enterprise clients through tailored outreach, industry events, and referrals.
Manage full sales cycles from initial conversation to contract, navigating complex stakeholder landscapes.
Revenue & Retention:
Meet and exceed sales targets across both new logo acquisition and existing account growth.
Ensure client retention through proactive account planning, ongoing value delivery, and a customer-first mindset.
Stakeholder Engagement:
Work closely with C-level and senior stakeholders across marketing, operations, IT, and procurement to build trust and influence decision-making.
Act as a strategic advisor and product champion, ensuring TabSquare solutions are aligned with client objectives.
Sales & Pipeline Management:
Maintain accurate CRM records, ensure forecast accuracy, and keep deal momentum strong across your pipeline.
Use data-driven insights to prioritize opportunities and improve overall sales effectiveness.
Cross-functional Collaboration:
Work closely with Product, Marketing, and Implementation teams to deliver seamless customer experiences and gather feedback for continuous improvement.
6+ years of experience in B2B sales or account management, with a strong track record in managing enterprise clients and complex deal cycles.
Proven success in solution selling to large F&B groups, hospitality chains, or multi-location businesses.
Experience with SaaS or enterprise technology platforms—especially in POS, ordering, payments, or guest engagement—is highly preferred.
Exceptional communication, negotiation, and stakeholder management skills—able to influence senior decision-makers with confidence and credibility.
Strong understanding of the Australia and New Zealand enterprise F&B market, including buying behavior, procurement processes, and ecosystem dynamics is preferred.
A results-driven mindset with strong ownership, resourcefulness, and a passion for driving customer success.
Proficiency with CRM tools (e.g., Salesforce, Pipedrive) and a data-informed approach to sales strategy.
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.