Note: The job is a remote job and is open to candidates in USA. PAR Technology provides restaurant technology solutions, including point-of-sale, digital ordering, loyalty, back-office software, payments, and hardware. The Key Account Manager will own strategic customer relationships, manage renewals and account health, and drive upsell and cross-sell opportunities across PAR’s product portfolio while coordinating internal teams.
Responsibilities
- Own the full commercial relationship for assigned accounts: strategic account planning, pricing, contract management, renewals, product line penetration, and profitability
- Build and maintain accurate sales forecasts using a consistent qualification framework (MEDDIC+U), with weekly pipeline reviews and disciplined CRM hygiene in Salesforce
- Develop, manage, and close upsell and cross-sell opportunities across PAR's product lines — POS, Payments, Ordering, and PAR Ops — in collaboration with product-line experts
- Own the renewal timeline for assigned accounts per PAR's documented renewal process: discovery call, partnership review, deep dive, and pricing proposal, including soft/hard notice cadence and legal coordination
- Monitor account health at the relationship level and step in when issues — order holds, billing disputes, service delays — put a renewal or expansion at risk, partnering with the account's CSM, Support, and Accounts Receivable to keep the commercial relationship intact while they own resolution
- Coordinate with the Franchise Account Management (FAM) team to drive product adoption and sales efforts at the franchisee level within assigned accounts
- Partner with Customer Success Advisors to conduct Strategic Business Reviews (SBRs), and with product-line Customer Success Managers and Technical Account Managers to surface cross-sell opportunities
- Maintain accurate, current account data across CRM systems, and use call intelligence tools (Gong) to support coaching, forecasting accuracy, and account continuity during handoffs
- Represent PAR at relevant industry events, trade shows, and association meetings alongside customers
Skills
- Bachelor's degree in marketing, business, or equivalent, with 5+ years of experience in B2B enterprise software sales or account management
- Restaurant/hospitality technology strongly preferred
- Demonstrated ability to build long-term, trusted relationships with business and technology executives at enterprise restaurant brands and franchise organizations
- Strong forecasting discipline and comfort operating inside a structured sales methodology and CRM process
- Effective communicator with sharp negotiation instincts — able to navigate a tense account issue (billing, service, contract) without losing the relationship
- Working knowledge of restaurant technology stacks: Point of Sale, Payments, Online Ordering, and PAR Ops
- Comfortable coordinating across departments (Customer Success, Project Management, Product, Operations, Finance/AR) to resolve account issues quickly
- Ability to travel within the US and Canada as needed for customer visits and industry events
Benefits
- Commission offered
- Remote USA work arrangement
Company Overview
Company H1B Sponsorship