Key Account Manager

This is a fully remote position, open to applicants in Colorado, +6 more states.

📋 Description

• Take ownership of the complete commercial relationship for designated accounts, which includes strategic account planning, pricing strategies, contract management, renewals, product-line penetration, and ensuring profitability.

• Create and maintain sales forecasts utilizing the MEDDIC+U qualification framework.

• Conduct weekly reviews of the sales pipeline and uphold disciplined management of Salesforce CRM data.

• Identify, manage, and finalize upselling and cross-selling opportunities across POS, Payments, Ordering, and PAR Ops.

• Manage renewal timelines, encompassing discovery calls, partnership evaluations, in-depth analyses, pricing proposals, notification schedules, and coordination with legal teams.

• Monitor account health and proactively address issues such as order holds, billing disputes, and service delays that could jeopardize renewals or expansion.

• Collaborate with Customer Success, Support, Accounts Receivable, Franchise Account Management, Customer Success Advisors, CSMs, and TAMs.

• Promote product adoption and drive sales initiatives at the franchisee level.

• Conduct Strategic Business Reviews.

• Ensure accurate account information across CRM systems and utilize Gong for coaching, forecasting accuracy, and seamless handoff continuity.

• Represent PAR at industry events, trade shows, and association meetings.

⛳️ Requirements

• A Bachelor's degree in marketing, business, or a related field.

• Over 5 years of experience in B2B enterprise software sales or account management.

• Previous experience in the restaurant or hospitality technology sector is highly preferred.

• Proven ability to cultivate long-term relationships with business and technology leaders at major restaurant brands and franchise organizations.

• Strong discipline in forecasting and comfort with structured sales methodologies and CRM processes.

• Excellent communication and negotiation abilities.

• Familiarity with Point of Sale, Payments, Online Ordering, and PAR Ops.

• Capability to coordinate efforts across Customer Success, Project Management, Product, Operations, and Finance/AR.

• Willingness to travel within the U.S. and Canada as required.

• Legally authorized to work in the U.S. or Canada.

🏝️ Benefits

• Eligibility for commissions.

• Potential for bonuses and/or equity, as applicable.

• Flexible remote work arrangement.

• Commitment to equal employment opportunity.

• Reasonable accommodations for individuals with disabilities.