Account Executive

Who you are

• Significant B2B sales experience, with a consistent track record of meeting or exceeding targets in fast-paced environments
• A tenacious, goal-oriented self-starter who leads from the front — proactive in outbound activity, resilient in follow-up, and professionally persistent in driving opportunities forward
• Strong discovery and consultative selling skills — confident asking the right questions, uncovering needs, and reframing how customers think about their business
• Skilled at negotiation and value-based selling, able to articulate ROI and drive meaningful commercial outcomes during sales engagements
• Comfortable using data and analytics to inform decisions, build compelling business cases, and strengthen customer conversations
• Excellent time management, presentation and organisational skills, with confidence handling administrative responsibilities alongside pipeline management. Proficient in Google Workspace and Salesforce CRM
• A collaborative, insight-driven team player who thrives on feedback, learning and shared success, as much as closing deals
• Passionate about hospitality and technology. Experience in restaurant management and/or food & beverage sales is strongly preferred but not essential
• Language skills: Spanish and/or Korean proficiency is a strong nice-to-have

What the job involves

• The Account Executive is responsible for bringing new restaurants onto our dining network through a consultative sales approach
• OpenTable’s Account Executive team is dedicated to improving restaurants’ revenue potential by applying 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 enjoy working with industry-leading technology
• This is a hybrid field based position, with up to 60% domestic travel, the rest of the time working from home
• Own and grow your assigned territory by proactively identifying, targeting and winning new restaurant partners through strategic outbound activity and thoughtful market mapping
• Build trusted adviser relationships with top and elite restaurants, strengthening long-term partnerships and expanding revenue opportunities within your market
• Deliver high-quality, tailored product demos, both virtual and in-person, using data-driven insights to diagnose needs and position OpenTable solutions effectively
• Drive sustainable revenue growth by creating compelling commercial opportunities that generate measurable value for restaurateurs and OpenTable alike
• Act as a market expert by educating operators on industry trends, competitive insights and performance data, while challenging them to think differently about their business
• Develop and execute strategic territory and account plans, confidently overcoming objections and navigating competitive environments
• Consistently exceed monthly and quarterly acquisition and revenue targets while maintaining accurate forecasting and disciplined pipeline management through Salesforce
• Capture and translate customer insights into action by sharing structured feedback with Product and Marketing teams to continuously refine the value proposition
• Represent OpenTable within the hospitality community through industry events, networking and active market engagement to strengthen brand presence and credibility

Benefits

• Work from (almost) anywhere - wherever you do your best work
• Mental health and well-being - company-paid therapy sessions through SpringHealth, company-paid subscription to HeadSpace, and company-wide weeks off a year so the whole team can recharge
• Generous parental leave
• Generous paid vacation + time off for your birthday
• Paid volunteer time
• Enriched learning and development opportunities - leadership development & access to thousands of on-demand e-learnings