Account Executive, ANZ (Enterprise | SMB)

Job Description

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 across 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

• 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.

 

Qualifications

• 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.

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.