Strategic Account Manager, Food & Bev.

About the role

You will manage a portfolio of 50 strategic Food and Beverage sellers located in the Seattle area and across the West Coast, acting as the primary point of contact for these high-value accounts. You will partner with business owners and C-level executives to uncover complex operational challenges and identify how Square's integrated ecosystem can deliver tailored solutions. In this role, you will serve as the voice of the upmarket seller within product and engineering teams, ensuring customer feedback directly influences roadmap decisions. You will leverage your expertise to drive use-case expansion, cross-sell opportunities, and customized onboarding experiences that deepen platform adoption. Additionally, you will act as a consultant to restaurant sellers, helping them strategize around growth, efficiency, and technology integration. You will identify and manage technical solutioning requirements, project managing cross-functional initiatives involving engineering and finance. Finally, you will negotiate pricing and retention strategies to protect and grow the revenue within your assigned book of business.

Key facts

What you'll do

Conduct discovery sessions with strategic sellers to map business objectives to Square capabilities and identify expansion opportunities.

Grow account-based revenue through identifying cross-sell and upsell pathways while maintaining deep relationships with key stakeholders.

Serve as the primary internal advocate for seller needs, translating complex operational requirements into clear product feedback for engineering teams.

Act as a strategic consultant to high-value restaurant and food businesses, aligning Square solutions with their growth and efficiency goals.

Identify gaps where existing tools do not meet seller demands and project manage the implementation of integrated technical solutions.

Collaborate closely with Strategic Account Executives to coordinate efforts on large-scale deals and ensure consistent messaging.

Develop and execute pricing and expansion strategies that maximize wallet share while ensuring competitive retention of key accounts.

Provide white-glove client service, including proactive troubleshooting and rapid resolution of complex seller issues.

Analyze segment performance and provide insights to operations and program leadership to influence future product and service design.

Own the preparation and execution of quarterly business reviews, presenting data-driven insights to multiple internal stakeholders.

Drive adoption of new features by coaching sellers on best practices and demonstrating tangible value through hands-on sessions.

Build and maintain executive-level relationships, ensuring Square remains the strategic partner of choice for these businesses.

Monitor competitive landscape and market trends to refine strategic account plans and positioning in the Food & Beverage vertical.

Document playbooks and methodologies for managing strategic accounts to ensure scalability and consistency across the organization.

Champion seller success metrics internally to secure resources and support for high-priority initiatives.

Requirements

Must have 5 or more years of prior Account Management, Business Development, or Customer Success experience in a relevant B2B environment.

Must demonstrate a proven track record of managing, retaining, and growing a book of business with consistent revenue results.

Must have a history of over-performance against key sales or customer success performance metrics.

Must possess remarkable discovery skills, driven by genuine curiosity about customer business models and operational challenges.

Must be capable of utilizing technical frameworks for requirements gathering and solution scoping with internal teams.

Must have experience managing multiple concurrent projects with cross-functional teams including engineering, product, and finance.

Must have prior experience in contract negotiations and pricing discussions with senior stakeholders outside your immediate organization.

Must communicate effectively in written and verbal formats with clarity, precision, and persuasive tone.

Must exhibit creative and strategic problem-solving abilities when resolving issues and pursuing new opportunities.

Must be comfortable working independently while navigating ambiguous and rapidly changing business environments.

Must reside within 50 miles of the Seattle, Washington metropolitan area.

Nice to have

Experience selling SaaS or technology solutions to restaurant or food service businesses.

Understanding of omnichannel retail concepts, including online ordering, inventory management, and loyalty programs.

Familiarity with financial services products such as business lending, cash flow management, and payment processing.

Knowledge of restaurant operations, point of sale systems, and customer engagement platforms.

Experience with data analytics tools to measure seller performance and demonstrate ROI to stakeholders.

Practical notes

This is a full-time position based in the Seattle, Washington area.

Travel may be required to meet with sellers and attend company events within the designated region.

Candidates must be authorized to work in the United States of America without sponsorship.

Applications will be reviewed on a rolling basis until the role is filled.