Account Executive, ANZ (Enterprise | SMB)

About Tabsquare:

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.

Learn more at www.tabsquare.ai

We’re looking for a high-performing and strategic Account Executive (ANZ) to take ownership of a portfolio of Enterprise & SMB (Small Medium Business) accounts and drive new client acquisition acrossAustralia 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

• Own and grow a portfolio of enterprise & SMB clients (60% | 40%)-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 Acquisition:

  • Identify, pitch, and close new 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.

• up to 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.