Mapal is an international B2B SaaS scale-up helping hospitality businesses simplify their operations, empower their teams and improve performance. Headquartered in Madrid, we combine deep industry expertise with AI-powered technology to support essential activities, from workforce management to compliance and operational excellence.

Backed by Eurazeo, a leading European investment group and our majority investor, we are continuing to grow internationally and invest in product innovation.

Joining Mapal means being part of an international team where you can take ownership, contribute ideas and help shape the technology our customers rely on every day.

Role Overview The Key Account Director (KAD) for FSR/QSR sector, is responsible for the strategic leadership, commercial performance, and long-term growth of Mapal’s most critical enterprise customers.

This is a senior, revenue-owning role accountable for retention, expansion, executive alignment, and multi-year account strategy across a portfolio of high-value, multi-country customers. The Key Account Director operates at C-level within client organizations and internally influences cross-functional leadership to ensure customer success, profitability, and sustainable ARR growth.

You will define and execute strategic account plans, lead complex commercial negotiations, and shape how Mapal manages its top-tier customers globally.

Key Responsibilities

- Own P&L; and ARR growth for a portfolio of strategic enterprise accounts, balancing long-term partnerships with quarterly revenue targets.
- Develop and execute multi-year account plans aligned with Mapal’s growth ambitions.
- Drive expansion through upselling, cross-selling and new opportunities across countries, brands and business units.
- Lead complex renewals and multi-million-euro negotiations, securing sustainable, multi-year enterprise agreements.
- Build trusted executive relationships and lead business reviews focused on value, ROI and innovation.
- Grow product adoption across complex, international organisations, connecting customer priorities with Mapal’s AI-driven product evolution.
- Coordinate Product, Customer Operations,



Finance and Sales to ensure consistent delivery across markets and solutions.
- Anticipate churn risks, competitive threats and market shifts, leading recovery plans for high-value accounts.
- Mentor Key Account Managers and strengthen strategic account management through shared playbooks, best practices and governance.
- Track retention, expansion ARR, contract value, executive engagement, product adoption and account profitability.

Required Experience & Skills

- 8–12+ years experience in enterprise account management, strategic sales, or commercial leadership in B2B SaaS
- Guru in the QSR/FSR sector highly connected.
- SaaS hospitality tech solutions to large Enterprise / Key Account customers
- Proven track record managing multi-million-euro global enterprise accounts
- Strong executive presence and ability to influence C-level stakeholders
- Demonstrated success in complex negotiation and enterprise contracting
- Experience managing multi-country, multi-solution environments
- Deep commercial acumen with strategic thinking capability
- Strong analytical and data-driven decision-making mindset
- Experience with CRM and customer success platforms (Dynamics, Planhat or similar)
- Comfortable operating in a matrix, international environment

Your first year with us

As you get to know our products, customers and people, you’ll gradually focus on:

- Building a strong understanding of our solutions and the challenges facing enterprise hospitality businesses.
- Developing clear account plans for priority prospects, mapping decision-makers, business needs and opportunities.
- Building trusted relationships with senior stakeholders and navigating complex buying processes.
- Creating a qualified pipeline through targeted prospecting, networking and collaboration with Marketing and Sales colleagues.




- Leading discovery conversations that connect customer priorities with the value Mapal can deliver.
- Moving opportunities forward through tailored proposals, compelling business cases and effective negotiations.
- Maintaining accurate forecasts and clear visibility of deal progress, risks and next steps.
- Closing strategic deals and working closely with Delivery and Customer Success to ensure a strong handover.

Your impact will come from opening doors, building lasting relationships and turning complex opportunities into new business that creates value for both our customers and Mapal.

Why join us

At Mapal, you’ll join an international B2B SaaS team where you can share your ideas, take ownership and see the impact of your work as we grow.

You’ll have the opportunity to shape technical decisions, stay hands-on and learn from colleagues across products and countries. Your work will support software that hospitality teams use every day.

We know flexibility matters. That’s why we offer hybrid working options, adaptable start and finish times, and shorter summer hours. You’ll also have access to private health insurance, a flexible compensation plan, local public holidays and annual leave with carry-over flexibility.

There’s plenty to get involved in, too: company events, team offsites, referral bonuses and opportunities to learn from colleagues across the business.

If you enjoy solving technical challenges, sharing what you know and helping a team grow, we’d love to hear from you.

Equal Employment Opportunity

At Mapal, we believe our differences make us stronger. We’re proud to offer equal opportunities to everyone—no matter your background, identity, or life experience. What matters most to us is your talent, your passion, and the ideas you bring to our team.

We’re committed to creating an inclusive workplace where everyone feels valued, respected, and supported. In line with European laws, we also provide reasonable accommodations for applicants and employees with disabilities. If you need any assistance during the application or interview process, do not hesitate to ask for it to the Talent Acquisition contact.

📌 Key Account Director FSR/QSR (Madrid)
🏢 MAPAL GROUP
📍 Madrid