Account Executive

With millions of diners, tens of thousands of restaurants, and 23+ years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a unique insight into the world of hospitality. We champion restaurants, bars, wineries, and other venues around the world, helping them attract guests, manage capacity, improve operations and increase revenue.

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 network that includes OpenTable and KAYAK's portfolio of travel brands including Swoodoo, checkfelix, momondo, Cheapflights, Mundi and HotelsCombined.

Hospitality is all about taking care of others, and it defines our culture. You’ll work in a welcoming and inclusive environment, and get the benefits, flexibility, and support you need to succeed.

About Our Role

Reporting to the District Manager of the region, this position is responsible for bringing new restaurants onto our dining network through a consultative sales approach. As an Account Executive, we are the first point of contact that a restaurant has with OpenTable. Because our Account Executives are so in tune with their local markets, OpenTable relies on this team to provide feedback to our Marketing and Product teams. Therefore, those succeeding in this role will be involved with reciprocal, company-wide strategies on how to grow our business.

OpenTable’s Account Executive team is dedicated to improving restaurants’ revenue potential by using best in brand front-of-house management and online reservation technology. We are looking for sales professionals who are passionate about the restaurant industry and want to feel good about the products they sell. We work in a high-adrenaline, client-facing sales role requiring deep industry expertise, tried sales ability with a particular penchant for closing deals, and a broad base of industry contacts.

Primary Objectives

We sell our core products to restaurateurs whose businesses are not on the OpenTable network. You will be joining a team solely focused on identifying and closing new business within a named territory. You understand and anticipate how decisions are made, and you will persistently explore and uncover the business needs of your key clients. The Account Executive will act as a business leader, handle and own their book of business/territory, run business meetings with restaurant owners and operators, and close deals based on varying needs. You will also work closely with your local Restaurant Relations Manager who handles customer relationships. Together as a team, you will lead the success of your entire market.

Responsibilities

• Target, identify, and sell OpenTable products to restaurants.

• Nurture and build upon existing high-level relationships 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 on-line demos of OpenTable products.

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

• Support customers to think differently about their business.

• Develop and complete 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.

• Bring to bear your skills and your customers’ experience to continually evolve the sales process and our product for enabling it.

• Listen to the needs of the market and share with the Product and Marketing teams.

• Use Salesforce.com to run your territory, stay organized, forecast sales activity, and process contracts.

• Understand and adapt to ongoing product and technology developments.

About You

• 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.

• Keenly tracks economic and industry drivers and understands its implications on the restaurant business, including identifying new business opportunities.

• Knowledgeable about restaurants and is able to 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.

• Interest in 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 highly preferred.

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

• Strong PC skills and overall technically savvy.

• Capacity to grasp and learn complex concepts quickly and independently.

• Proficient in Word, PowerPoint, and Excel.

Benefits

• Opportunities to advance/grow sales career.

• Access to top chefs and restaurateurs in your market.

• Comprehensive sales training at an individual, regional, and corporate level.

• Insight into standard methodologies throughout the restaurant industry.

• Exposure to dedicated, top-tier business leaders.

• Participation in local restaurant events.

• Engage in an encouraging work hard/play hard company culture.

• Become a part of an interesting and charismatic group who love what they do.

• Full-time, comprehensive benefits along with an annual base salary commensurate with experience.

Diversity, Equity, and Inclusion

OpenTable aspires to be a workplace that reflects the diverse communities we serve and a culture that is inclusive and welcoming. Hiring people with different backgrounds, experiences, perspectives, and ideas is critical to innovation and to how we deliver great experiences for our users and our partners. Representation matters.

We ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform job responsibilities, and to receive other benefits and privileges of employment. Please contact us to request accommodation.