Account Manager

OpenTable; Hawaii; Hybrid; USD 70,000 - 80,000; Full time

Benefits offered by this job

Work from almost anywhere for up to 20

Company-paid therapy sessions through—

Headspace subscription

Annual company-wide week off

Paid parental leave

Generous paid vacation + time off for—

On-demand e-learnings

Travel Discounts

Employee Resource Groups

Competitive retirement and health plan

Job summary

OpenTable is seeking an Account Manager to lead retention and revenue growth within your restaurant territory. You will engage with restaurant partners, act as a trusted advisor, and utilize our technology to strengthen customer relationships and outcomes.

You will collaborate with teams across marketing and sales, manage renewals, upsell premium tools, and help restaurants optimize reservation flows. Domestic travel is required; PT or Hawaii time zones preferred.

Qualifications

• 2-3+ years in account management in hospitality or restaurant industry.
• Residency in the Pacific Time Zone or Hawaii-Aleutian Time Zone; travel West Coast & Hawaii.
• Experience with consultative sales and contract renewals.

Responsibilities

• Build relationships with restaurant leadership to drive retention.
• Aim for quarterly retention and upsell targets.
• Identify sales opportunities for premium marketing tools.
• Assist in system configuration to optimize reservations.
• Present data-driven reviews and industry insights.
• Track activity in Salesforce and collect upgrade feedback.

Skills

Account management

Customer service

Sales objections handling

Presentation skills

Written communication

Interpersonal skills

Driver's license

Education

College degree

Tools

Salesforce

Google Suite

Apple ecosystem

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:

OpenTable is seeking an Account Manager responsible for leading customer retention and revenue growth within your territory of restaurants, reporting to the Manager, Account Managers. In this role, you will be in tune with the local restaurant industry and proactively engage with restaurant customers to serve as a trusted advisor. You will be innovative in overcoming customer obstacles, provide constructive perspectives to challenge current thinking, and use our world-class technology to empower restaurants to focus on their team, their guests, and their bottom line.

Note: Applicants must live in either the Pacific Time Zone or Hawaii-Aleutian Time Zone to align with the team and market. Seattle or Hawaii residence strongly preferred. Domestic travel will be required throughout West Coast and Hawaii.

Responsibilities:

• Cultivate and build upon existing high-level relationships to serve as a trusted advisor to restaurants and lead retention rates by aiding in re-signing customers with expired contracts.
• Account Retention & Revenue Growth: Build and maintain strategic relationships with restaurant leadership to achieve quarterly retention and upsell targets, including contract renewals and premium marketing tool adoption.
• Understand customer needs, identify sales opportunities to sell premium marketing tools, and achieve quarterly company goals and sales objectives.
• Assist restaurant management with system configuration to optimize reservation flow.
• Build and utilize data-driven presentations for ongoing business reviews and educate operators about industry trends using actionable, data-driven insights.
• Act as an advocate and high-level point of contact for restaurant customer concerns and resolve cross-functional issues.
• Track weekly meeting and call activity in Salesforce, conduct monthly meetings with Elite members, and capture product upgrade feedback for the team.

Minimum Qualifications:

• 2-3+ years of account management or equivalent experience in a restaurant/hospitality environment with validated customer service skills.
• Residency in the Pacific Time Zone or Hawaii-Aleutian Time Zone to align with the team and market. Seattle or Hawaii residence strongly preferred. Domestic travel will be required throughout West Coast and Hawaii.
• Deep expertise in restaurant operations and management, including comprehension of P&L and financial statements.
• Proven ability to handle objections and comfort leading consultative sales conversations to achieve retention and revenue goals.
• Strong writing, presentation, social, organizational, and interpersonal skills, with confidence delivering training and speaking to groups.
• Valid driver’s license and transportation, with residency in Hawaii, Pacific, or Mountain Time Zones to align with the territory and team.

Preferred Qualifications:

• College degree in a relevant field.
• Experience using AI tools to draft and personalize outreach, research accounts, capture interaction data, and determine future strategy.
• Knowledge of Google Suite, Salesforce, and Apple products and operating systems.
• Experience collaborating with marketing teams to help design and execute restaurant-specific marketing programs and promotional participation.
• Demonstrated ability to keenly track economic and industry drivers and thrive in an unstructured, forward-thinking environment.

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. The range for this United States located role is $70,000 - $80,000USD. This role is also eligible to be considered for an annual bonus.

We offer a competitive base salary and benefits including: 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 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.