Role Overview:
We're hiring a Regional Business Development Lead 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 Vice Presedent Sales and play a central role in shaping the next chapter of TabSquare's commercial success across Southeast Asia.
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.
Requirements:
- 5-8 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.
