Team Lead, Merchant Acquisition (F&B)

About Grab and Our Workplace

Grab is Southeast Asia's leading superapp. From getting your favourite meals delivered to helping you manage your finances and getting around town hassle-free, we've got your back with everything. In Grab, purpose gives us joy and habits build excellence, while harnessing the power of Technology and AI to deliver the mission of driving Southeast Asia forward by economically empowering everyone, with heart, hunger, honour, and humility.

Get to Know the Role

You will help restaurants adopt Grab's suite of business solutions designed to increase revenue, improve customer engagement, and improve daily operations. As Grab continues to expand its merchant ecosystem, you will help merchants identify growth opportunities through a broader suite of business solutions across both online and offline channels.

These solutions include:

• Table management solutions
• Deals, loyalty and customer engagement tools
• Food delivery
• QR ordering
• Digital payment solutions
• Advertising and promotional solutions
• Customer insights and CRM tools

You will lead, coach, and develop a team of sales representatives - driving accountability, tracking performance, and ensuring the team stays on target. While your primary focus is enabling your team, you will also stay close to the ground, joining strategic merchant conversations and supporting reps on larger, more complex deals to help them succeed.

You will work directly with restaurant owners and senior decision-makers on high-priority opportunities, taking a consultative approach to understanding their business priorities and identifying growth opportunities across Grab's ecosystem.

This is an exciting opportunity for someone who enjoys developing others, hunting for new business, solving complex merchant challenges.

You will report to the Manager, Merchant Sales and be based onsite in Singapore.

The Critical Tasks You Will Perform

• Lead and develop the sales team through clear goal-setting, regular coaching, and performance feedback - while staying hands-on in high-priority merchant conversations to guide reps and accelerate deal progress.
• Coach the team on deal strategy, pitching and best practices; personally support acquisition of larger, more strategic restaurant partners through networking and face-to-face meetings.
• Drive disciplined pipeline management and CRM hygiene across the team, ensuring a strong, well-qualified opportunity pipeline at all times.
• Regularly review pipeline health and conversion metrics to surface risks early and keep the team on track against targets.
• Build a deep understanding of merchants' business models and growth priorities, translating these into tailored solutions across Grab's ecosystem.
• Support reps in leading consultative sales conversations, negotiations and contract discussions with business owners and senior decision-makers - stepping in directly for complex or high-stakes deals to guide strategy and drive closure.
• Coach the team on building long-term merchant relationships and strategic account development, modelling how to proactively identify and unlock opportunities to deepen and expand partnerships with Grab.
• Partner cross-functionally with Operations, Marketing, Account Management and Product to drive seamless merchant onboarding and solution adoption.
• Own team initiatives and support the Manager on broader priorities as a trusted deputy.
• Continuously identify and drive improvements to sales processes, commercial approaches, and team effectiveness.

What Essential Skills You Will Need

• 4+ years of experience in B2B sales, business development, or merchant acquisition, with a strong track record of hitting and exceeding sales targets.
• Proven experience leading and developing a sales team - setting direction, driving accountability, coaching performance, and keeping the team motivated.
• Prospect, hunt, and close new business through a consultative sales approach.
• Able to quickly understand a merchant's business model, growth priorities, and operational challenges, and translate these into relevant solutions.
• Experience managing complex, multi-stakeholder deals involving business owners and senior decision-makers.

Life at Grab

We care about your well-being at Grab, here are some of the global benefits we offer:

• We have your back with Term Life Insurance and comprehensive Medical Insurance.
• With GrabFlex, create a benefits package that suits your needs and aspirations.
• Celebrate moments that matter in life with loved ones through Parental and Birthday leave, and give back to your communities through Love-all-Serve-all (LASA) volunteering leave
• We have a confidential Grabber Assistance Programme to guide and uplift you and your loved ones through life's challenges.
• Balancing personal commitments and life's demands are made easier with our FlexWork arrangements such as differentiated hours

What We Stand For at Grab

We are committed to building an inclusive and equitable workplace that enables diverse Grabbers to grow and perform at their best. As an equal opportunity employer, we consider all candidates fairly and equally regardless of nationality, ethnicity, religion, age, gender identity, sexual orientation, family commitments, physical and mental impairments or disabilities, and other attributes that make them unique.