Key Account Manager Groups

Join our Movement and Champion Restaurant Culture! At TheFork we believe that the best things in life happen around the table. As the leading restaurant booking platform in Europe, we connect the broadest community of loyal diners with the world’s favourite restaurants. Powered by innovation and a deep passion for the restaurant industry, we create unique dining experiences across 11 countries. We’re part of the Tripadvisor Group and proud to be building a diverse, people-first culture where “respect”, “ownership”, “growth” and “better together” values thrive. If you’re passionate about food, technology, and making a real impact, your seat at the table is ready.

As part of the commercial team, you will focus on acquiring and managing multi-site restaurant groups and chains. You will:

• Manage a designated pipeline of restaurant groups and chains, driving acquisition through outbound activity and structured meetings virtual and face to face.
• Identify and engage multiple stakeholders, including CEOs, Operations, Marketing, and Commercial leaders, presenting QBR's where relevant.
• Position the platform’s value proposition at scale, aligning commercial solutions with group-wide objectives.
• Negotiate commercial terms, rates, and margins across single and multi-location agreements.
• Create engagement strategies to address complex decision-making processes and operational roadblocks.
• Achieve and exceed monthly and quarterly targets across a variety of KPIs such as yield management and retention.
• Work closely with Sales Operations, Marketing, Legal and Finance teams to ensure smooth onboarding and rollout across locations.
• Represent the brand consistently and professionally across all touchpoints.
• Build relationships with trade bodies, franchise networks, and industry partners to support pipeline growth.
• Travel as required for regional meetings, trade events, and internal team sessions.

Who you are:

You Must Meet These Critical Qualifications

• You are fluent in English; additional languages are highly appreciated.
• You have at least 3 years of experience in sales or account management, ideally within a digital, online, or tech-led business.
• You have experience managing territories, pipelines, and KPIs using Salesforce or a comparable CRM.
• You are a self-driven, results-oriented professional who consistently strives to meet and exceed targets.
• You are confident and comfortable conducting negotiations and commercial conversations over the phone.
• You have a strong understanding of revenue management–related topics and commercial performance levers.
• You can quickly establish trust and build credible, long-term business relationships.
• You work autonomously and are comfortable managing KPIs, targets, and performance metrics.
• You are able to work on a hybrid basis, with three days per week in the London office and availability to travel 20% of the time.

You Can Impress With These Additions

• You have experience within the Internet, digital, or tech sector.
• You have a proven background in pitching and selling promotions, deals, or flash sales.
• You thrive in fast-paced environments and remain organised under pressure.
• Hunter mindset, with the drive to identify and convert new business opportunities.

What we offer you:

• Flexible working environment (2 days home office per week + up to 4 total weeks additional flexibility during the summer period and in December to work fully remotely)
• Competitive fixed salary and bonus
• Lunch vouchers available 3 working days per week (delivered to the office only)
• International teams and a multicultural environment spanning 11 offices across Europe
• Highly inclusive working environment
• Lifestyle benefits that can be used to reimburse expenses related to physical and leisure activities, family support, travel etc
• Continuous learning and development programs
• Free access to the Calm app to help you build resilience wherever you are in your mental health journey
• Dedicated parental leave and caregiver leave policies (12 weeks fully paid)
• Life & Disability Insurance at no cost to the employee
• Amazing offices with dining, a coffee point on each floor, and leisure area

We believe that we are better together, and we welcome you for who you are. We endeavour to ensure that everyone - regardless of ability, age, socio-economic & cultural background, ethnicity, faith, gender, gender expression, gender identity, ideology, national origin, race, sexual orientation, marital status, or any characteristic protected under applicable law - has the opportunity to reach their full potential. At TheFork, we want you to bring us your unique perspectives and experiences, so we can collectively continue disrupting the restaurant industry and go from good to great.

TheFork is committed to a fair recruitment process. If you have special needs and require reasonable support during your application, interview, or participation in the selection process due to health conditions or disability, please direct your inquiries to AccessibleRecruitment@TheFork.com. Our HR team will review the request and respond accordingly.