About TabSquare:
Tabsquare is part of the Delivery Hero Group, the worlds pioneering local delivery platform, our
mission is to deliver an amazing experiencefast, easy, and to your door. We operate in over
70+ countries worldwide. Headquartered in Berlin, Germany. Delivery Hero has been listed on the Frankfurt Stock Exchange since 2017 and is part of the MDAX stock market index.
As part of Delivery Hero, one of the worlds largest food technology companies with revenues
exceeding 10B, we benefit from unmatched scale, global innovation, and data-driven insights.
Through close collaboration with Foodpanda, Delivery Heros leading on-demand delivery
platform in Asia, TabSquare has unique access to an extensive merchant network, powerful
cross-sell opportunities, and the ability to co-create the future of digital dining experiences.
Tabsquare is Headquartered in Singapore and operates across 10+ APAC markets, we are on an
ambitious journey to scale, and were looking for visionary talent to help us lead the charge.
Learn more at www.tabsquare.ai
Role Overview
Were hiring a Regional Business Development Manager to drive customer acquisition and
revenue growth across Southeast Asia ,with a strong focus on enterprise and high-value multi-outlet chains.
This role demands a hunter mindset, with the ability to open new markets, close strategic
accounts, and build scalable acquisition models for Enterprise F&B clients. You will work closely
with the marketing, product, and partnerships teams to build and execute a repeatable acquisition playbook that drives rapid ARR (Annual Recurring Revenue) growth.
You will report to the VP Sales & Account Management based in Singapore and play a central role in shaping the next chapter of TabSquares commercial success across Southeast Asia.
Key Responsibilities:
1. New Customer Acquisition & Revenue Growth
- Own and exceed new ARR targets by acquiring enterprise chains, QSRs, cloud kitchens,and hospitality brands across Southeast Asia.
- Drive high-value, multi-location deals by mapping stakeholders (C-level, operations, IT) and crafting tailored solutions.
- Build and optimize acquisition funnels in collaboration with marketing (ABM
- (Account-Based Marketing), lead generation campaigns).
2. GTM Strategy & Execution
- Develop and execute market-specific GTM (Go-To-Market)strategies for high-growth verticals (cloud kitchens, QSRs).
- Partner with POS (Point Of Sale) providers, payment companies, and aggregators to build joint acquisition pipelines.
- Monitor competitive activity and industry trends to provide feedback to product and leadership teams for continuous market-fit improvement.
- Drive pricing strategy and tailored solution proposals for enterprise deals.
3. Strategic Partnerships & Ecosystem Leverage
- Forge co-selling partnerships with technology vendors and hospitality ecosystem players to increase lead flow.
- Represent TabSquare at key industry trade events, conferences, and exhibitions to generate enterprise leads and strengthen brand presence.
4. Sales Excellence & Pipeline Management
- Own the end-to-end sales cycle, including prospecting, solutioning, pricing, negotiation, and deal closure.
- Maintain healthy pipeline coverage and accurate forecasting.
- Ensure CAC (Customer Acquisition Cost) payback and maintain a healthy
- LTV(Customer Lifetime Value):CAC ratio.
- Lead discovery and consultative sales conversations with multi-functional and C-level stakeholders to uncover needs and align solutions.
5. Team Leadership & Cross-Functional Collaboration
- Mentor and coach country-level BD teams and SDRs to drive consistent performance.
- Work closely with Customer Success and Account Management to ensure smooth handovers and to drive expansion revenue (multi-module upsell).
- Travel up to 50% across assigned markets to support deal closure and client relationship building.
Key Requirements:
- 58 years proven success in B2B SaaS business development within the technology sector.
- Proven track record of closing complex enterprise deals and delivering ARR growth in a
- SaaS environment.
- Proven expertise in consultative sales and solution selling across large enterprise groups
- and tech-driven platforms.
- Strong ecosystem connections in POS, payments, or food delivery tech are a plus.
- Data-driven mindset, comfortable with sales metrics and ARR growth KPIs.
- Excellent communication and negotiation skills, with the ability to influence at C-level.
- Regional exposure is preferred
- Start-up or high-growth tech exposure is a strong plus.
- Fluency in English is required. Proficiency in Mandarin is a bonus.
KPIs for Success
- New ARR contribution
- Healthy pipeline management.
- Successful enterprise account onboarding with multi-module adoption.
Why Join TabSquare
- Own Regional Growth: Lead BD strategy across the fastest-growing F&B tech markets in APAC.
- High-Impact Role: Work with senior leadership to accelerate TabSquares ARR.
- Innovative Ecosystem: Be part of the Delivery Hero network, leveraging cross-sell opportunities at scale.
- Own and Shape Growth in a High-Growth Tech Company Be at the forefront of innovation in AI, fintech, and digital ordering solutions for F&B.
- Make an Impact, Fast You will have the autonomy and accountability to move fast, make decisions, and see the impact of your work.
- Culture of Innovation and Learning Join a collaborative, agile team that values ideas, experiments, and continuous improvement.
- Attractive Compensation & Career Progression We recognize performance and invest in your growth with real opportunities to step up.
