Account Executive

With millions of diners, 70,000+ restaurant partners and 25+ years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a passion for helping restaurants thrive. Our world-class technology empowers restaurants to focus on what matters most – their team, their guests, and their bottom line – while enabling diners to discover and book the perfect restaurant for every occasion.

Every employee at OpenTable has a tangible impact on what we do and how we do it. You’ll also be part of a global team and its portfolio of metasearch brands. Hospitality is all about taking care of others, and it defines our culture.

About the Job

As an Account Executive at OpenTable, you will drive the growth of our dining network by identifying, consulting, and onboarding new restaurant partners within your assigned territory. Operating as a business leader and trusted advisor, you will engage restaurant owners and operators to demonstrate how our platform optimizes operations, elevates guest experiences, and maximizes revenue. In this role, you will manage the full sales cycle, from prospecting to closing, while leveraging local market insights to inform company-wide product and marketing strategies. Your efforts will directly empower hospitality businesses to thrive in an evolving industry.

Responsibilities

• Proactively prospect, qualify, and close new restaurant business within an assigned territory to consistently meet or exceed monthly and quarterly acquisition goals.
• Execute a structured, consultative sales process - including discovery, customized solution-based demonstrations, and multi-threaded stakeholder management - to reframe perspectives and overcome objections.
• Develop and execute a strategic territory business plan, utilizing Salesforce to maintain CRM hygiene, manage activity tracking, and generate accurate pipeline forecasts.
• Build and strengthen high-level relationships with prospective and existing clients, serving as a trusted advisor on industry trends, operational challenges, and growth opportunities.
• Collaborate cross-functionally with Product, Marketing, and regional team members to share market feedback, contribute to sales strategies, and optimize product adoption.
• Manage full book-of-business ownership with self-direction, executing sales targets with precision while effectively navigating competitive landscapes.

Minimum Qualifications

• 5+ years of professional sales experience consistently meeting or exceeding performance quotas, or an equivalent combination of sales and hospitality management experience.
• Proven track record in quota-carrying environments, demonstrating expertise in full-lifecycle sales, objection handling, and deal closure.
• Proficiency with CRM platforms (such as Salesforce) for pipeline management, forecasting, and administrative tracking.
• Strong written, verbal, and presentation skills with the ability to convey complex value propositions to business owners and key stakeholders.
• Ability to travel locally within the assigned territory to conduct in-person client meetings and customized product demonstrations. This is a field sales position with +50% of your time spent in the market.

Preferred Qualifications

• Mastery of modern, structured sales methodologies (such as MEDDIC, Challenger Sale, or Value Selling).
• Direct SaaS or technology sales experience within the hospitality, restaurant, or software industries.
• Deep understanding of core restaurant industry drivers, operational challenges, and market dynamics.
• Demonstrated coachability, active learning agility, and continuous personal or professional development.
• Strong technical proficiency with business productivity software (including Microsoft Office Suite or Google Workspace).

Benefits and Perks

• Work from (almost) anywhere for up to 20 days per year
• Focus on mental health and well-being:
• Company-paid therapy sessions through SpringHealth
• Company-paid subscription to Headspace
• Annual company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!)
• Paid parental leave
• Generous paid vacation + time off for your birthday
• Paid volunteer time
• Focus on your career growth:
• Development Dollars
• Leadership development
• Access to thousands of on-demand e-learnings
• Travel Discounts
• Employee Resource Groups
• Competitive retirement and health plans

Note for MA applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

There are a variety of factors that go into determining a salary range, including but not limited to external market benchmark data, geographic location, and years of experience sought/required. On-target earnings range from $150,000 - $170,000 USDannually through a combination of base salary and uncapped monthly sales incentives. The base salary range for this United States located role is $55,000 - $65,000 USD plus uncapped commission.

In addition to a competitive base salary, roles are eligible for additional compensation and benefits including: commission-based compensation; health benefits; flexible spending account; retirement benefits; life insurance; paid time off (including PTO, paid sick leave, medical leave, bereavement leave, floating holidays and paid holidays); and parental leave and benefits.

Work Environment & Flexibility

At OpenTable, we pride ourselves on fostering a global and dynamic work environment. As a team member with us, you will benefit from a schedule tailored to accommodate a global workforce operating across multiple time zones. While the majority of your responsibilities may align with conventional business hours, there will be instances where you are expected to manage communications - via calls, Slack messages, or emails - outside of regular working hours to effectively collaborate with international colleagues, respond to restaurant partners, and/or address urgent matters. OpenTable will always abide by and consider local laws and regulations.

Inclusion

We’re committed to creating a workplace where everyone feels they belong and can thrive. We know the best ideas come when we bring different voices to the table, so we're building a team as dynamic as the diners and restaurants we serve - and fostering a culture where everyone feels welcome to be themselves.

If you need accommodations during the application or interview process, or on the job, we’re here to support you. Please reach out to your recruiter to request any accommodations.

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