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TheFork, Europe's leading restaurant booking platform (part of Tripadvisor Group), is hiring a Key Account Manager to drive growth in the premium independent restaurant segment across key UK cities. You will target AA Guide restaurants, fine dining concepts, and high-end independent establishments, building a high-quality pipeline and leading consultative negotiations with respected hospitality operators.
This is a field-based hybrid role (approximately 50% in-office, 50% remote). Your responsibilities include:
• Prospecting and acquiring new premium independent restaurants across target UK cities, including AA Guide, fine dining, and high-end independent concepts
• Building deep market knowledge of target cities and identifying restaurants with highest strategic value for TheFork
• Generating your own pipeline through targeted outreach, networking, referrals, local market mapping, cold calls, and in-person visits
• Conducting high-quality meetings and product demos with owners, operators, chefs, and general managers to present TheFork's B2C and B2B value propositions
• Managing pipeline from first contact through negotiation and closing
• Sharing market insights and restaurant intelligence with the wider sales team
Success metrics: Within 60 days, you will ramp up on sales pitch and product knowledge, build a qualified pipeline of high-potential premium restaurants, demonstrate consistent outreach activity, build credibility with key decision-makers, and close your first strategic deals independently. Beyond 60 days, you will reach full productivity on quarterly acquisition targets, manage your target cities independently, consistently generate new business through high-quality pipeline, and become an internal reference point for the premium independent restaurant segment.
TheFork operates across 11 European countries and is building a diverse, people-first culture emphasizing respect, ownership, growth, and collaboration. The UK market is highly competitive and fast-paced, requiring strong execution, resilience, and commercial drive.
Benefits include permanent contract, flexible working (2 days home office per week plus up to 4 additional weeks remote flexibility in summer and December), competitive fixed salary and bonus, lunch vouchers (3 days per week), international multicultural environment across 10 European offices, lifestyle benefits for physical/leisure activities and family support, continuous learning programs, free Calm app access, 12 weeks fully paid parental/caregiver leave, health insurance, life and disability insurance, pension plans, and team building events.
REQUIREMENTS:
• 4+ years of experience in B2B sales, key account acquisition, hospitality tech, SaaS, marketplace, or restaurant-related sales
• Proven ability to prospect, manage pipeline, negotiate, and close deals independently
• Experience working with premium, high-value, or complex accounts
• Strong commercial mindset with ability to influence and negotiate effectively
• Excellent communication skills, adaptable to different restaurant profiles and decision-makers
• Credibility, confidence, and professionalism engaging with owners, operators, chefs, and general managers
• Resilience and positivity in target-driven sales environment
• Strong organization and prioritization skills
• Fluent in English
NICE-TO-HAVE:
• Previous experience selling to premium independent restaurants, fine dining, hotels, hospitality businesses, or luxury/premium brands
• Strong knowledge of UK restaurant scene, especially Michelin-listed, AA Guide, destination, or high-end independent restaurants
• Existing network within premium hospitality community
• Ability to combine hunter mindset with consultative, relationship-led sales approach
• Genuine passion for restaurants, food culture, and hospitality
• Confidence using digital tools including Google Workspace; CRM experience a plus
