Account Development Manager - Growth & Upsell (Lisbon, Portugal)

About UMAI

UMAI builds software for restaurants, bars, and cafes that take reservations. We have customers in +15 countries on 5 continents: using our solution to cut no-shows, fill more seats, actually know who's walking through their door, and to get their guests back more often.
The team is 10+ nationalities strong with offices in Europe and Asia.
We are growing fast, and are looking for smart and hardworking people to be part of the journey.

Location: Lisbon, Portugal, hybrid (with regular office and daily customer visits)
Employment or B2B contract, full-time

The Role

This is a sales role that lives inside the Customer Success department. Our customers already trust us with their reservations. Your job is to grow those accounts: find where UMAI can do more for them, build the case, and close it. You'll own a portfolio of existing clients in Portugal, know their business as well as they do, and turn that relationship into revenue (for them and for us). You'll also run trainings for venues when they need them, so you see the product working on the ground and spot the next opportunity before anyone else.

What You'll Do

• Own expansion revenue for a portfolio of existing venues and restaurant groups, with clear monthly upsell targets

• Identify, pitch, and close upsells and cross-sells: new venues within a group, premium modules, marketing tools, UPhone, integrations, and plan upgrades

• Build and manage your own pipeline: qualify opportunities, run demos, send proposals, negotiate, and follow through to signature

• Use account data (reservation volume, no-shows, feature usage, guest database) to build a business case the client can't argue with

• Run account reviews with owners and managers: show what UMAI is delivering today and what more it could deliver tomorrow

• Be the person clients call when they need something. Keep the relationship strong after the deal, not just before it

• Spot churn risk early, including competitor approaches like fixed-fee offers, and work with the team to protect the account

• Deliver venue trainings and onboarding sessions when needed, and use them to understand how each venue really works

• Keep your accounts and pipeline up to date in our tools, and report on results every week

• Work closely with Sales, Support, and Product: share what clients are asking for and what's blocking deals

What We're Looking For

• 1+ years in sales, account management, or a commercial Customer Success role, ideally in SaaS

• A real track record in upselling/expanding accounts or in new-sales, with numbers to show for it (targets hit, revenue grown, accounts expanded, new business brought in)

• You're a closer. You're comfortable talking about price, handling objections, and asking for the signature

• You also know how to keep a client. You build long-term relationships based on trust, not pressure

• Native Portuguese and fluent English (written and spoken), Spanish or another European language nice to have

• You can read numbers and turn them into a story: you build your own reports and use data to sell

• Organised and autonomous. You manage your own portfolio, pipeline, and agenda without being chased

• You can talk to a restaurant owner during Friday service and a group's Head of Operations on Monday morning with equal ease

• Happy to be on the road visiting venues regularly Bonus Points

• Experience in hospitality, restaurants, hotels, or food delivery platforms

• You've sold or managed reservation, POS, or CRM platforms (TheFork, CoverManager, SevenRooms, or similar)

• Proficient in using LLM's in an advantageous way; ex. claude, chatgpt or similar

• Experience with Pipedrive, Salesforce, HubSpot or a similar CRM

What we offer

• Attractive, performance-based bonuses, fixed phone allowance and reimbursement of transportation expenses to clients 
• Fast-track career progression for ambitious individuals looking to grow into senior sales or leadership positions
• Being a part of a high-energy, international team where success is recognized, celebrated, and rewarded
• Gaining hands-on experience in a rapidly growing business, with direct exposure to strategic decision-making and company leadership
• A culture of ownership, autonomy, and continuous learning, where your results directly shape both your career and the company's future
• Working on the company’s further improvement and development while working together closely with the CEO - thereby acquiring insight into the entrepreneurial life
• UMAI is one of the fastest growing F&B tech start ups in South East Asia & Europe. If you’d like to become part of UMAI and change the future of the hospitality industry, we urge you to apply!

Our Values

• Sense of Urgency: Today is better than tomorrow

• Overachievement: Beating yourself yesterday

• Learning & Growth: It's okay to not know, but it's not okay to not try

• Commitment & Ownership: You own it from start to end and it succeeds or fails with you

• Candidness: Be honest and communicate

We want to grow faster. If you do too, apply now! Only CVs in English will be taken into consideration

*Please note that we reserve the right to contact selected candidates only
** We do not sponsor visas