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

About UMAI

UMAI builds reservation, table management, and guest CRM software for restaurants in 15+ countries. From Lisbon to Kuala Lumpur, hundreds of venues use our platform to cut no-shows, fill more seats, and actually know who's walking through their door. The team is 15+ nationalities strong, and we're not interested in being just competitive. We want to be badass.

Location: Lisbon, Portugal, hybrid (with regular venue visits)
Employment or B2B contract, full-time

The Role

This is a sales role that lives inside Customer Success. Our venues 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. 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

• 4+ years in B2B sales, account management, or a commercial Customer Success role, ideally in SaaS

• A real track record in upselling or expanding existing accounts, with numbers to show for it (targets hit, revenue grown, accounts expanded)

• 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)

• 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)

• Experience with HubSpot or a similar CRM

• Spanish or another European language

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 be badass. If you do too, apply now!