Key Account Manager Groups

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 favorite 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.

👉 Discover life at TheFork

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.

• 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 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.