Account Executive

OpenTable; Santa Monica (CA); Hybrid; USD 60,000 - 140,000; Full time

Benefits offered by this job

Work from almost anywhere

Mental health support

Headspace subscription

Parental leave

Generous vacation

Travel discounts

Job summary

OpenTable is seeking an Account Executive to bring new restaurants onto our dining network through a consultative sales approach. You will be responsible for growing your territory, building trusted partnerships, and delivering tailored demos—virtually or in person.

The role requires passion for hospitality and technology, with up to 60% travel and a hybrid work setup. You will forecast and manage opportunities in Salesforce, exceed revenue targets, and collaborate with Product and Marketing to

Qualifications

• 5+ years B2B sales with quota attainment.
• Strong consultative selling and negotiation skills.
• Comfort with data, analytics, and CRM tools.

Responsibilities

• Own and grow your assigned territory by proactively identifying, targeting and winning new restaurant partners.
• Build trusted adviser relationships with top and elite restaurants and expand revenue opportunities.
• Deliver high-quality product demos, virtual and in-person, using insights to diagnose needs.
• Drive sustainable revenue growth with compelling commercial opportunities for restaurateurs and OpenTable.
• Educate operators on industry trends and performance data; develop territory plans and overcome objections.
• Exceed monthly and quarterly targets; maintain forecasting and pipeline in Salesforce.
• Capture customer insights and share feedback with Product and Marketing teams.
• Represent OpenTable at industry events and through market engagement.

Skills

B2B sales experience

Consultative selling

Negotiation

Data-driven decisions

Communication / presentation

Time management

Team player

Hospitality interest

Spanish/Korean language

Tools

Salesforce CRM

Google Workspace

Job description

With millions of diners, 60,000+ 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.

The Role

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.

In this role, you will:

• 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.

• 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

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
• 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 $130,000 - $140,000 USD annually through a combination of base salary and uncapped monthly sales incentives. The base salary range for this United States located role is $60,000 - $65,000 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.

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.