The Account Executive is responsible for bringing new restaurants onto the OpenTable dining network through a consultative sales approach within a revenue pod. Acting as a business leader and sales expert, they will handle and own their book of business/territory, run business meetings with restaurant owners and operators, and close deals based on varying needs.  


*Must be in San Francisco*


Key Responsibilities and Duties:

  • Target, identify and sell OpenTable products to restaurants within an assigned territory

  • Nurture and build upon existing relationships with top and elite restaurants to serve as a trusted advisor to your market’s client base

  • Drive revenue by connecting with restaurateurs and building opportunities that will make all parties more successful

  • Present customized in-person and online demos of OpenTable products

  • Educate operators about trends in the industry and offer a rare insight

  • Challenge customers to think differently about their business

  • Develop and execute a strategic plan for the territory and build reliable forecasts

  • Strategically overcome objections and competition

  • Generate business plans to define your selling strategies and tactics

  • Consistently over achieve monthly and quarterly acquisition and revenue targets

  • Utilize your customers’ experience to continually evolve the sales process and our product

  • Provide and present customer feedback to the Product and Marketing teams

  • Utilize Salesforce to run your territory, stay organized, forecast sales activity, and process contracts

  • Understand and adapt to ongoing product and technology developments

  • Enhanced product knowledge

  • Passion for data driven decision making

  • Involvement in counsels and or mentoring


  • High-reaching, tenacious, and results-driven

  • Self-motivated and able to perform well under pressure and against bold goals and deadlines

  • Skilled at presenting new points of view to customers that reframe and challenge the way they view their business

  • Track economic and industry drivers and understands their implications on the restaurant business, including identifying new business opportunities

  • Knowledgeable about restaurants and can demonstrate this to talk about customer issues from multiple dimensions

  • Excellent oral and written communication and presentation skills

  • Extraordinary ability to drive business value during sales engagements

  • Highly analytical with the ability to assess business opportunities and read prospective buyers

  • Aptitude for gathering and using data to inform decision-making and persuade others

  • Capable of developing compelling strategies that deliver results

  • Strong negotiating skills

  • Restaurant management and/or sales experience is highly preferred

  • Attention to detail in administrative responsibilities. Expect 20-35% admin

  • Strong PC/Mac skills and overall technically savvy

  • Capacity to grasp and learn complex concepts quickly and independently

  • Proficient in Google Docs 

  • 2 plus years of experience in the sales and restaurant industry

This role may require to travel up to 45% within the local area. If remote, travel will not be required.

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