Key Account Manager
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Job Description
Key Account Manager owning enterprise restaurant technology relationships for PAR Technology. Driving renewals, forecasting, upsells, and adoption across POS, Payments, Ordering, and PAR Ops.
Responsibilities:
- Own the full commercial relationship for assigned accounts, including strategic account planning, pricing, contract management, renewals, product-line penetration, and profitability
- Build and maintain sales forecasts using the MEDDIC+U qualification framework
- Conduct weekly pipeline reviews and maintain disciplined Salesforce CRM hygiene
- Develop, manage, and close upsell and cross-sell opportunities across POS, Payments, Ordering, and PAR Ops
- Own renewal timelines, including discovery calls, partnership reviews, deep dives, pricing proposals, notice cadence, and legal coordination
- Monitor account health and intervene on order holds, billing disputes, and service delays that threaten renewals or expansion
- Partner with Customer Success, Support, Accounts Receivable, Franchise Account Management, Customer Success Advisors, CSMs, and TAMs
- Drive product adoption and franchisee-level sales efforts
- Conduct Strategic Business Reviews
- Maintain accurate account data across CRM systems and use Gong for coaching, forecasting accuracy, and handoff continuity
- Represent PAR at industry events, trade shows, and association meetings
Requirements:
- Bachelor's degree in marketing, business, or equivalent
- 5+ years of experience in B2B enterprise software sales or account management
- Restaurant/hospitality technology experience strongly preferred
- Ability to build long-term relationships with business and technology executives at enterprise restaurant brands and franchise organizations
- Strong forecasting discipline and comfort with structured sales methodology and CRM processes
- Effective communication and negotiation skills
- Working knowledge of Point of Sale, Payments, Online Ordering, and PAR Ops
- Ability to coordinate across Customer Success, Project Management, Product, Operations, and Finance/AR
- Ability to travel within the US and Canada as needed
- Legally authorized to work in the U.S. or Canada
Benefits:
- Commission eligibility
- Potential bonus and/or equity, as applicable
- Remote work arrangement
- Equal employment opportunity
- Reasonable accommodations for individuals with disabilities
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