Account Executive - Madrid

OpenTable; Madrid (IA); Hybrid; USD 63,000 - 103,000; Full time

Benefits offered by this job

30 calendar days vacation per year

Birthday day off

Company-wide week off each year

Mental health support (SpringHealth)

Job summary

OpenTable seeks an experienced field-based Sales professional to own the full sales cycle within Spain. You will prospect, engage, and close restaurant partnerships, traveling regularly to build a strong local network and revenue growth.

You will demonstrate OpenTable’s reservations and guest-experience solutions, fostering relationships with operators while reporting in Salesforce. The role requires autonomy, strategic outreach, and a passion for hospitality technology.

Qualifications

• 5+ years of experience in consultative business-to-business sales.
• Professional fluency in Spanish and English.
• Proven success meeting or exceeding sales targets with your own pipeline.
• Strong discovery, negotiation, presentation, and time management skills.
• Autonomy and ability to travel regularly within Spain for a field-based role.

Responsibilities

• Identify, engage, and win new restaurant partners, building OpenTable’s presence and network across your territory.
• Develop understanding of the local restaurant landscape and share insights with internal teams.
• Deliver in-person and virtual product demonstrations tailored to partner needs.
• Own territory strategy, pipeline and forecasting using Salesforce; meet or exceed acquisition and revenue targets.
• Help establish OpenTable within the local hospitality community through networking and events.

Skills

Consultative sales

B2B sales

Spanish & English

Prospecting & pipeline

Negotiation & closing

Sales forecasting

Salesforce proficiency

Education

Bachelor's degree

Tools

Salesforce

Google Workspace

Job description

About OpenTable

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

You’ll be the face of OpenTable as we expand into a new market, owning the entire sales cycle from prospecting and relationship building through to negotiation and closing. As one of our early commercial hires in the market, you’ll play an important role in establishing OpenTable's presence, building our initial restaurant network, and creating momentum for future growth.

In this field-based role, you’ll spend a significant portion of your time meeting restaurant partners in person and the remainder working remotely. You’ll help restaurants grow revenue and improve operations by introducing technology that supports reservations, front-of-house management, and guest experience.

This is an opportunity for someone who enjoys building, is comfortable working with autonomy, and is excited by the challenge of developing a market where OpenTable is still growing its presence.

Location: We don’t currently have an office in Spain, so this is a field-based role combining home working with regular travel across your territory. You’ll spend much of your week meeting restaurant operators face-to-face, building OpenTable's presence and developing relationships within the local hospitality community.

Responsibilities

• Identify, engage, and win new restaurant partners, building OpenTable’s presence and network across your territory while developing pipeline from the ground up through proactive prospecting, local market knowledge, referrals, networking and in-person engagement.
• Develop a strong understanding of the local restaurant landscape, identifying priority areas, restaurant segments and growth opportunities, while sharing customer feedback, competitor insights and emerging market trends with internal teams.
• Build trusted relationships with restaurant operators and deliver tailored in-person and virtual product demonstrations, using relevant market insights to connect OpenTable’s solutions to each partner’s needs and opportunities.
• Own your territory strategy, pipeline and forecasting, using Salesforce to manage activity, opportunities and contracts while consistently meeting or exceeding monthly and quarterly acquisition and revenue targets and navigating objections and competitive pressure.
• Help establish OpenTable within the local hospitality community, representing the business through networking, industry events and ongoing engagement with restaurant operators.

Minimum Qualifications

• 5+ years of experience in consultative business-to-business sales.
• Professional fluency in Spanish and English.
• Proven success meeting or exceeding sales targets in a consultative sales environment, with evidence of generating and developing your own pipeline.
• Strong discovery, negotiation, presentation, and time management skills, with the ability to use data to influence decisions and build a business case.
• Comfort operating with autonomy and ambiguity, with a proactive approach to identifying opportunities and building relationships from the ground up.
• Proficiency with Google Workspace and Salesforce, a bachelor’s degree, and the ability to travel regularly within Spain for a field-based role.

Preferred Qualifications

• Experience launching, developing, or scaling a new territory, market, or customer segment.
• Experience selling software, hospitality technology, payments, or related solutions.
• Experience in restaurant management or sales within the food and beverage industry.
• Experience using customer and market insights to improve sales strategy and provide product feedback.
• Experience representing a company through industry networking and events.
• Interest in hospitality and technology, with a collaborative and learning-oriented approach.

Please note; we have a global recruitment team, so ask that your Resume is submitted in English.

What You’ll Get at OpenTable

OpenTable exists to serve restaurants—and that kind of hospitality and service extends to our business. You’ll find a welcoming, inclusive environment with the benefits, flexibility, and support you need to succeed.

Below is an overview of OpenTable’s benefits. Your recruiter can help answer any questions you may have.

Mental health and well-being

• 30 calendar days of vacation per year (equivalent to 23 working days)
• A day off for your birthday
• Company-wide week off each year - the whole team fully recharges
• 6 company-paid therapy sessions and 6 company-paid coaching sessions annually through SpringHealth
• Company-paid subscription to HeadSpace
• Enhanced company paid parental leave
• Flexible sick time off

Employee Experience

• Join one of our nine Employee Resource Groups as a community member or an ally.
• Participate in Champion Month programs to effect positive change for underrepresented groups
• Training and development opportunities

Career growth

• Access thousands of on-demand e-learnings
• Take advantage of enriched learning and development opportunities
• Hone your skills with leadership development
• Up to $1,000 in our Development Dollars program

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.

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