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 an Account Executive, you will expand OpenTable’s dining network by bringing new restaurant partners onto our platform through a consultative sales approach. In this hybrid field-based role with up to 60% domestic travel, you will partner with restaurateurs to enhance their revenue potential using industry-leading front-of-house management and online reservation technology. You will serve as a trusted market expert, driving sustainable commercial growth while representing OpenTable across the hospitality community. Responsibilities Proactively identify, target, and secure top-tier restaurant partners through strategic outbound prospecting and comprehensive market mapping to expand territory presence. Deliver high-quality, data-driven product demonstrations—both virtual and in-person—tailored to solve specific operational challenges and demonstrate clear value. Execute strategic territory and account plans to consistently achieve monthly and quarterly acquisition and revenue targets while maintaining disciplined Salesforce pipeline management. Consult with operators on industry trends, performance analytics, and competitive insights to reframe their business strategies and build long-term partnerships. Structure compelling, value-based commercial opportunities and negotiate agreements that generate measurable return on investment for both restaurateurs and OpenTable. Gather and translate field insights into actionable, structured feedback for Product and Marketing teams to continuously strengthen the core value proposition. Minimum Qualifications 3+ years of experience in B2B sales with a proven track record of meeting or exceeding targets in fast-paced environments. Demonstrated experience in consultative selling, value-based negotiation, and articulating ROI during complex sales engagements. Proven proficiency in using Salesforce CRM and Google Workspace for accurate forecasting, pipeline management, and administrative tracking. Strong data analysis and presentation skills, with experience using metrics to build compelling business cases and conduct product demonstrations. Ability to travel domestically up to 60% for in-person customer meetings, territory mapping, and industry networking events. Preferred Qualifications Experience in restaurant management, food and beverage sales, or hospitality technology. Demonstrated success navigating competitive sales environments and overcoming complex business objections. Experience translating customer field feedback into structured insights for internal product and marketing teams. Professional fluency or proficiency in Spanish and/or Korean (nice to have). Must have a valid driver’s license and reliable access to a vehicle, as this role requires travel throughout the assigned territory. 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 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 $134,000 - $144,000 USD annually through a combination of base salary and uncapped monthly sales incentives. The base salary range for this United States located role is $65,000 - $75,000 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. #LI-Hybrid #LI-CW2

Requirements

Must-haves

Proactively identify, target, and secure top-tier restaurant partners through strategic outbound prospecting and comprehensive market mapping to expand territory presence.
Deliver high-quality, data-driven product demonstrations—both virtual and in-person—tailored to solve specific operational challenges and demonstrate clear value.
Execute strategic territory and account plans to consistently achieve monthly and quarterly acquisition and revenue targets while maintaining disciplined Salesforce pipeline management.
Consult with operators on industry trends, performance analytics, and competitive insights to reframe their business strategies and build long-term partnerships.
Structure compelling, value-based commercial opportunities and negotiate agreements that generate measurable return on investment for both restaurateurs and OpenTable.
Gather and translate field insights into actionable, structured feedback for Product and Marketing teams to continuously strengthen the core value proposition.
3+ years of experience in B2B sales with a proven track record of meeting or exceeding targets in fast-paced environments.
Demonstrated experience in consultative selling, value-based negotiation, and articulating ROI during complex sales engagements.
Proven proficiency in using Salesforce CRM and Google Workspace for accurate forecasting, pipeline management, and administrative tracking.
Strong data analysis and presentation skills, with experience using metrics to build compelling business cases and conduct product demonstrations.
Ability to travel domestically up to 60% for in-person customer meetings, territory mapping, and industry networking events.
Must have a valid driver’s license and reliable access to a vehicle, as this role requires travel throughout the assigned territory.
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 restaurant management, food and beverage sales, or hospitality technology.
Demonstrated success navigating competitive sales environments and overcoming complex business objections.
Experience translating customer field feedback into structured insights for internal product and marketing teams.
Professional fluency or proficiency in Spanish and/or Korean (nice to have).

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Pto

Paid Time Off

Parental Leave