Sales Development Representative

OpenTable; City of Melbourne; Hybrid; AUD 65,000 - 90,000; Full time

Benefits offered by this job

Work from anywhere

Therapy sessions

Headspace

Parental leave

Generous vacation

Career growth

Travel discounts

Monthly social events

Free lunch

Hybrid workplace

Job summary

OpenTable is seeking an OpenTable Sales Development Representative in Melbourne to generate new business opportunities and drive revenue growth. You will engage with restaurant clients, educate them about OpenTable's reservation and guest management solutions, and secure appointments for Account Executives.

You will conduct outbound outreach, qualify leads, and collaborate with Account Executives while leveraging Salesforce to track activity and opportunities.

Qualifications

• 3–5 years in sales development or similar roles.
• Proven ability to generate leads and hit quotas.
• Excellent communication and relationship-building skills.
• Experience with SaaS or hospitality tech is a plus.

Responsibilities

• Conduct outbound prospecting to identify and engage restaurant clients.
• Educate prospects about OpenTable's products and features.
• Qualify leads based on needs and fit.
• Build relationships with restaurant owners and decision-makers.
• Collaborate with Account Executives to target accounts.
• Use Salesforce to track activities and manage opportunities.
• Stay informed about industry trends and opportunities.
• Attend sales meetings and training to enhance skills.

Skills

Outbound prospecting

Communication skills

Lead qualification

CRM experience

Negotiation skills

Team collaboration

Sales targets

Education

Bachelor's degree in business, marketing or related field

Tools

Salesforce

Groove

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.

Job Summary

As an OpenTable Sales Development Representative, you will be an integral part of our sales team, responsible for generating new business opportunities and driving revenue growth. You will engage with potential restaurant clients, educate them about OpenTable's reservation and guest management solutions, and ultimately secure appointments for our Account Executives. Your ability to effectively communicate the value of our products, build relationships, and meet sales targets will contribute to the overall success of our company.

Responsibilities

• Conduct outbound prospecting activities, including cold calling, emailing, and social media outreach, to identify and engage potential restaurant clients.
• Educate prospects about OpenTable's products, services, and features, highlighting the value they bring to restaurant operations and customer experiences.
• Qualify leads by assessing their needs, budget, and fit with OpenTable's offerings, ensuring that only qualified prospects are passed on to the Account Executives.
• Build and maintain strong relationships with restaurant owners, managers, and decision-makers, fostering trust and credibility as a knowledgeable resource.
• Collaborate with Account Executives to strategize on target accounts, share insights, and align efforts for successful conversions.
• Utilize customer relationship management software (i.e Salesforce) to track prospect activity, update information, and maintain accurate records of interactions and opportunities.
• Stay informed about industry trends, competitive landscape, and restaurant market conditions to identify new opportunities and challenges.
• Attend sales meetings, training sessions, and professional development activities to enhance product knowledge, sales skills, and industry expertise.

Qualifications

• 3-5 year experience in sales development, business development, or a similar role, preferably in the hospitality, technology, or SaaS industry.
• Proven track record of success in generating leads, qualifying prospects, and meeting or exceeding sales targets and quotas.
• Excellent communication and interpersonal skills, with the ability to build rapport, listen attentively, and influence potential clients.
• Proficiency in delivering a compelling basic sales pitch and conducting basic selling techniques to effectively engage potential clients and generate interest.
• Strong presentation and negotiation abilities, with the capacity to tailor messaging to specific restaurant needs and pain points.
• Self-motivated and results-oriented, with a proactive approach to lead generation and pipeline management.
• Ability to work collaboratively in a team-oriented environment, collaborating with Account Executives and cross-functional teams.
• Familiarity with CRM software (e.g., Salesforce) and other sales productivity tools (e.g, Groove).
• Understanding of the restaurant industry and familiarity with OpenTable's platform and solutions is advantageous.
• Bachelor's degree in business, marketing, or a related field is preferred.

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
• Focus on your career growth:
  • Access to thousands of on-demand e-learnings
  • Travel Discounts
  • Employee Resource Groups
  • Annual health and wellness reimbursement
  • Monthly social events
  • Free lunch 2 days per week
• This role aligns with a hybrid workplace model. The role expects you to come into the office two days per week, giving employees the best of both worlds: in-person collaboration and flexibility.

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.

This hybrid role requires attendance in one of our main hubs in Melbourne. Please confirm your ability to attend the office location (Level 22, 357 Collins Street, Melbourne, Victoria 3000) on a hybrid basis 2 days per week.