Account Executive

<p>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.&nbsp;</p> <p>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.</p> <h4><strong>About the Job</strong></h4> <p>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.</p> <h4><strong>Responsibilities</strong></h4> <ul> <li>Proactively identify, target, and secure top-tier restaurant partners through strategic outbound prospecting and comprehensive market mapping to expand territory presence.</li> <li>Deliver high-quality, data-driven product demonstrations—both virtual and in-person—tailored to solve specific operational challenges and demonstrate clear value.</li> <li>Execute strategic territory and account plans to consistently achieve monthly and quarterly acquisition and revenue targets while maintaining disciplined Salesforce pipeline management.</li> <li>Consult with operators on industry trends, performance analytics, and competitive insights to reframe their business strategies and build long-term partnerships.</li> <li>Structure compelling, value-based commercial opportunities and negotiate agreements that generate measurable return on investment for both restaurateurs and OpenTable.</li> <li>Gather and translate field insights into actionable, structured feedback for Product and Marketing teams to continuously strengthen the core value proposition.</li> </ul> <h4><strong>Minimum Qualifications</strong></h4> <ul> <li>3+ years of experience in B2B sales with a proven track record of meeting or exceeding targets in fast-paced environments.</li> <li>Demonstrated experience in consultative selling, value-based negotiation, and articulating ROI during complex sales engagements.</li> <li>Proven proficiency in using Salesforce CRM and Google Workspace for accurate forecasting, pipeline management, and administrative tracking.</li> <li>Strong data analysis and presentation skills, with experience using metrics to build compelling business cases and conduct product demonstrations.</li> <li>Ability to travel domestically up to 60% for in-person customer meetings, territory mapping, and industry networking events.</li> </ul> <h4><strong>Preferred Qualifications</strong></h4> <ul> <li>Experience in restaurant management, food and beverage sales, or hospitality technology.</li> <li>Demonstrated success navigating competitive sales environments and overcoming complex business objections.</li> <li>Experience translating customer field feedback into structured insights for internal product and marketing teams.</li> <li>Must have a valid driver’s license and reliable access to a vehicle, as this role requires travel throughout the assigned territory.</li> </ul> <p><strong>Benefits and Perks</strong></p> <ul> <li>Work from (almost) anywhere for up to 20 days per year</li> <li>Focus on mental health and well-being: <ul> <li>Company-paid therapy sessions through SpringHealth</li> <li>Company-paid subscription to Headspace</li> <li>Annual company-wide week off a year - the whole