Key Account Manager

PAR Technology

4d • $100,000 - $110,000 • Remote

About The Position

We're hiring an experienced Key Account Manager with a background in restaurant technology to own a portfolio of PAR's most important customer relationships. This isn't a single-product seller role — the KAM is the quarterback across POS, Payments, Ordering, and PAR Ops, coordinating internal teams and defending the health of the account through every stage from onboarding to renewal. The ideal candidate is a strong forecaster, a calm operator under escalation pressure, and someone who can turn a hard conversation (a credit dispute, a delayed rollout, a churn risk) into a stronger partnership on the other side.

Requirements

• 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.

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior