Customer Commercial Manager

Our Story

In July 2019, Fourth joined forces with Hot Schedules to become the global leader in end-to-end restaurant and hospitality management technology solutions. Together, the merged company now represents the world’s largest and only provider of end-to-end restaurant and hospitality management solutions for customers across the globe and of all sizes, from a single location or franchisee restaurant to a global restaurant or hotel chain.

The combined company’s complete software-as-service (SaaS) solution suite including scheduling, time & attendance, applicant tracking, training, inventory management / procurement, HR / benefits and payroll services now serves customers in 120,000 locations worldwide and is supported by a dedicated, unified team across offices in the US, UK, Bulgaria, China, Australia, and UAE.

Interested in joining our smart, fun, and talented team?

The Customer Commercial Manager acts as the customer-success-side sales rep for Independent, SMB, and edge-case Emerging accounts. The role owns and closes upsell opportunities directly for all Independent + SMB accounts that fall below the qualifying ARR threshold, applying inside sales discipline to open, qualify, and close deals rather than simply receiving pre-qualified handoffs. Opportunities that meet or exceed the ARR threshold, or that trigger a formal RFP, are escalated to the Sales/Account Executive team.

Emerging-segment opportunities are only engaged when specifically directed by CS Leadership. Cross-sell, New Restaurant Opening, and new customer opportunities fall outside this role and are managed elsewhere.

The role also owns Fourth's EMEA P2P supplier account management—trading relationships, onboarding, and revenue opportunities across the supplier base—consolidating commercial ownership of both customer-side opportunities and supplier-side trading relationships in a single function.

• Own and close all Independent account opportunities directly, regardless of value, as Fourth's Customer Adoption commercial rep
• Own and close SMB opportunities that fall below the qualifying ARR threshold (~10% of current software ARR, per the FY26 EMEA Rules of Engagement) or that haven't triggered a formal RFP; elevate SMB opportunities that meet or exceed the threshold, or trigger an RFP, to the Sales/Account Executive team
• Engage with Emerging‑segment opportunities only when specifically directed by CS Leadership, applying the same threshold‑based escalation logic; cross‑sell, New Restaurant Opening, new customer, read‑only portal, eClock‑only, and standalone Managed Services opportunities sit outside this role's scope throughout
• Stay on the opportunity team when escalating a deal to Sales, in line with Fourth's Salesforce tracking practice, to retain appropriate credit and visibility on key milestones
• Conduct solution discovery and tailored demonstrations where needed, articulating clear value propositions to secure customer commitment
• Maintain accurate, up‑to‑date opportunity data in Salesforce—correct Opp.
  
  Type classification, stage, close date, activities, and notes— and meet or exceed assigned revenue and quota targets

• Work with suppliers to generate qualified opportunities for new supplier trading relationships, advising on Fourth's P2P integration methods and trading agreement options
• Manage existing Enterprise supplier trading agreements to prevent attrition, planning and attending regular meetings with managed accounts
• Support Marketing and Sales by identifying supplier trends and buying‑power opportunities across the customer base
• Implement and maintain tangible measures of supplier satisfaction, gathering feedback and improving processes where needed

• Maintain Salesforce as the single source of truth for opportunity activity, SOWs, and time-tracking compliance
• Provide accurate, timely sales forecasts and pipeline updates to Customer Adoption and Commercial leadership

• Partner with Independent, SMB, and Emerging CSMs on opportunity identification…