Account Executive, Hotels

OpenTable; United States; Hybrid; USD 65,000 - 70,000; Full time

Benefits offered by this job

SpringHealth

Headspace

Parental leave

Generous vacation

Job summary

OpenTable is seeking an Account Executive, Hotels to drive our hospitality footprint across defined markets and strategic hotel accounts. You will lead full‑cycle sales, engage hotel leaders and decision‑makers, and position OpenTable’s dining technology to deliver measurable commercial outcomes.

You will collaborate with product, implementation, marketing, and revenue strategy teams to build a scalable pipeline, win deals, and foster lasting partnerships. Travel as needed is expected.

Qualifications

• 3+ years in B2B sales or account executive roles.
• Proven track record of managing complex, multi‑stakeholder sales cycles.
• Ability to construct and present executive‑level business cases and ROI analyses.
• Proficiency with Salesforce or equivalent CRM for pipeline management and forecasting.

Responsibilities

• Build and forecast a qualified sales pipeline across hotels and groups.
• Lead full‑cycle consultative sales engagements from prospecting to contract.
• Establish partnerships across property, regional, and corporate levels.
• Deliver customized presentations and ROI narratives to showcase OpenTable’s value.
• Execute territory and account plans aligned to customer priorities and deals.
• Collaborate with cross‑functional teams to onboard and retain customers.

Skills

B2B sales

Executive ROI proposals

Forecasting & analytics

Salesforce

Tools

Salesforce

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, Hotels at OpenTable, you will serve as a commercial leader driving the expansion of our hospitality footprint across defined target markets and strategic hotel accounts. In this full-cycle consultative sales role, you will engage hotel leadership, food and beverage operators, and corporate decision-makers to position OpenTable’s suite of technology, dining solutions, and operational insights. By connecting complex operational challenges with measurable commercial outcomes, you will play a vital role in helping hotel partners attract guests, optimize demand, and grow their dining businesses. Working cross-functionally across product, implementation, marketing, and revenue strategy, you will build a scalable, durable pipeline that powers OpenTable's global hospitality growth.

Responsibilities

• Build, manage, and accurately forecast a qualified sales pipeline across independent hotel properties, management companies, and multi-property groups.
• Lead full-cycle consultative sales engagements from initial prospecting and executive discovery through solution design, negotiation, and contract execution.
• Establish trusted partnerships with key stakeholders across property, regional, and corporate levels, including general managers, food and beverage directors, marketing, technology, and procurement.
• Deliver customized solution presentations, executive business cases, and ROI narratives that showcase OpenTable's platform capabilities, data insights, and integration value.
• Execute structured territory and account plans that align customer priorities with tailored value propositions and clear paths to deal closure.
• Collaborate seamlessly with cross-functional teams—including Account Management, Implementation, Product, Legal, and Revenue Strategy—to ensure smooth customer onboarding and long‑term retention.

Minimum Qualifications

• 3+ years of experience in B2B sales, account executive roles, or consultative business development.
• Demonstrated track record of consistently managing complex, multi‑stakeholder sales cycles and achieving or exceeding revenue targets.
• Proven ability to construct and present executive‑level business cases, ROI analyses, and data‑driven solution proposals.
• Proficiency with Salesforce or equivalent CRM platforms for pipeline management, activity tracking, and forecasting accuracy.
• Ability to travel as required for client meetings, site visits, and industry forums.

Preferred Qualifications

• Experience selling SaaS, travel technology, or enterprise software solutions into the hospitality, hotel, or restaurant industries.
• In‑depth understanding of hotel operational structures, technology ecosystems, and decision‑making processes across property and corporate teams.
• Strong background in territory planning, competitive intelligence analysis, and consultative selling methodologies.
• Experience navigating complex corporate legal, procurement, and contract negotiation processes within enterprise accounts.
• Demonstrated history of sharing market insights, successful sales playbooks, and peer coaching to elevate team performance.

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

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. On‑target earnings range from $160,000 - $165,000 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 - $70,000 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.

OpenTable, Inc. and its respective subsidiaries (together, ‘OpenTable", “our/we/us", or “Company") will process your personal data in accordance with applicable data protection laws for the purposes described in our Applicant Privacy Notice . As part of the application process OpenTable may share your personal data across our group of companies, subject to our privacy notice and applicable laws. In order to consider you for new positions, OpenTable may keep your personal data for 6 months (within the EU) and 2 years (in all other regions), unless otherwise required by applicable law.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self‑identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in OpenTable’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service‑connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.