Sales Development Representative at OpenTable

Job description

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 a Sales Development Representative at OpenTable, you will play a key role in driving business growth by identifying and generating new restaurant partnerships across the US. Based out of our Chicago office in a hybrid capacity, you will engage prospective clients, educate them on OpenTable's reservation and guest management solutions, and secure qualified meetings for Account Executives. Every member of our team directly impacts how restaurants thrive, empowering operators to streamline their business, enhance guest experiences, and grow their bottom line. Responsibilities Conduct targeted outbound prospecting via calls, emails, and professional networking to identify and engage prospective restaurant partners. Qualify leads based on operational needs, budget alignment, and fit, delivering highly prospective opportunities to Account Executives. Deliver compelling value propositions and product demonstrations tailored to unique restaurant operational pain points. Maintain accurate records of prospect interactions, pipeline progress, and account updates within Salesforce CRM. Collaborate closely with Account Executives and cross-functional teams to strategize target accounts and optimize lead conversion rates. Stay knowledgeable about restaurant industry trends, market dynamics, and competitive offerings to position solutions effectively. Minimum Qualifications 1+ years of experience in sales development, business development, or customer-facing sales roles. Proven track record of prospecting, qualifying leads, and meeting or exceeding sales targets. Strong written and verbal communication skills with the ability to convey complex product values clearly. Proficiency with CRM platforms (e.g., Salesforce) and sales engagement tools. Ability to work in a hybrid capacity from our Chicago office two days per week. Preferred Qualifications Experience in software-as-a-service (SaaS), hospitality, or restaurant technology industries. Familiarity with OpenTable's product platform and restaurant management tools. Demonstrated ability to build relationships and communicate effectively with key decision-makers and restaurant owners. Experience managing multi-channel outbound campaigns using modern sales technology tools (e.g., Groove). Bachelor's degree in business, marketing, communication, or a related field. 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. The range for this United States based role is $55,000 to $65,000 plus quarterly sales bonus. We offer a competitive base salary and benefits including: 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 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. #LI-Hybrid #LI-SM1

Requirements

Must-haves

Conduct targeted outbound prospecting via calls, emails, and professional networking to identify and engage prospective restaurant partners.
Qualify leads based on operational needs, budget alignment, and fit, delivering highly prospective opportunities to Account Executives.
Deliver compelling value propositions and product demonstrations tailored to unique restaurant operational pain points.
Maintain accurate records of prospect interactions, pipeline progress, and account updates within Salesforce CRM.
Collaborate closely with Account Executives and cross-functional teams to strategize target accounts and optimize lead conversion rates.
Stay knowledgeable about restaurant industry trends, market dynamics, and competitive offerings to position solutions effectively.
1+ years of experience in sales development, business development, or customer-facing sales roles.
Proven track record of prospecting, qualifying leads, and meeting or exceeding sales targets.
Strong written and verbal communication skills with the ability to convey complex product values clearly.
Proficiency with CRM platforms (e.g., Salesforce) and sales engagement tools.
Ability to work in a hybrid capacity from our Chicago office two days per week.
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!)
Generous paid vacation + time off for your birthday
Paid volunteer time
Development Dollars
Leadership development
Access to thousands of on-demand e-learnings

Nice-to-haves

Experience in software-as-a-service (SaaS), hospitality, or restaurant technology industries.
Familiarity with OpenTable's product platform and restaurant management tools.
Demonstrated ability to build relationships and communicate effectively with key decision-makers and restaurant owners.
Experience managing multi-channel outbound campaigns using modern sales technology tools (e.g., Groove).
Bachelor's degree in business, marketing, communication, or a related field.

Application prep

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Keywords to mirror

Platform: greenhouse
Effort: quick

Benefits

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Pto

Paid Time Off

Parental Leave