Account Manager

OpenTable; Washington (District of Columbia); Hybrid; USD 90,000 - 130,000; Full time

Benefits offered by this job

Health benefits

Paid time off

Work from almost anywhere (up to 20%–%

Headspace subscription

SpringHealth therapy

Job summary

OpenTable, part of Booking Holdings, seeks an Account Manager in Washington, DC to cultivate relationships with restaurant partners and drive sales and retention initiatives. You will review data, provide actionable insights, and work with cross-functional teams to optimize restaurant operations.

The role emphasizes field engagement up to 75% of time, travel to partner sites, and collaboration with marketing and product teams to capture feedback and drive ROI.

Qualifications

• 3+ years in account management or hospitality customer service.
• Understanding of restaurant operations and P&L, ROI.
• Strong ability to conduct marketing and ROI analyses and present data-driven insights.

Responsibilities

• Serve as a strategic advisor to restaurant partners by cultivating relationships and conducting data-driven business reviews.
• Achieve quarterly sales and retention objectives by promoting premium marketing tools and aiding in contract renewals.
• Optimize restaurant operations by assisting with system configurations and educating operators on industry trends.
• Collaborate with Account Executives through an account management lens and embody OpenTable’s WinAsOne value.
• Coordinate with marketing on promotional programs as needed.
• Provide product feedback by capturing feature requests to guide upgrades.
• Conduct regular in-person meetings with restaurant partners, dedicating up to 75% of time in the field, and represent OpenTable at events.

Skills

Account management

Customer service

CRM Salesforce

Hospitality operations

Tools

Salesforce

Job description

About the Job

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.

Responsibilities

• Serve as a strategic advisor to restaurant partners by cultivating relationships, conducting data-driven business reviews, and acting as the primary contact for customer inquiries.
• Achieve quarterly sales and retention objectives by identifying opportunities to provide premium marketing tools and aiding in contract renewals.
• Optimize restaurant operations by assisting with system configurations and educating operators on actionable industry trends.
• Collaborate with your Account Executive counterparts through an account management lens, embodying OpenTable’s #WinAsOne value.
• Collaborate cross-functionally with marketing on occasional promotional programs.
• Provide crucial product feedback by capturing restaurant feature requests and functionality requirements to guide future system upgrades.
• Conduct regular in-person meetings with restaurant partners in your market, dedicating up to 75% of your time to in-person field engagements.
• Strengthen local community presence by representing OpenTable at industry events, expected less than 10% of time.

Minimum Qualifications

• 3+ years of account management, customer service, or equivalent experience within a restaurant or hospitality environment; restaurant experience preferred.
• Comprehensive understanding of restaurant operations and management, including familiarity with Profit and Loss financial statements, specifically around marketing and ROI.
• Proven ability to handle business objections, utilize a consultative sales approach, conduct marketing and ROI analyses, and effectively present data-driven insights.
• Excellent organizational, communication, and interpersonal skills, with the ability to manage time effectively while working independently in a remote or field setting.
• Proficiency with modern productivity tools, including Google suite (Sheets, Docs, etc.) and Apple operating systems, as well as experience tracking activity in customer relationship management (CRM) software such as Salesforce.

Preferred Qualifications

• Advanced analytical skills with a strong track record of identifying new business opportunities within existing client portfolios.
• Experience collaborating seamlessly across multiple departments to achieve strategic results in a fast‑paced environment.
• Demonstrated ability to lead training sessions and deliver compelling presentations to business operators and leadership groups.
• High adaptability and appreciation for working in an innovative, forward-thinking environment.
• Familiarity with the local hospitality and restaurant landscape in the Washington, DC market.

Benefits and Perks

• 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);
• Parental leave benefits;
• 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.
• Paid volunteer time.
• Focus on your career growth: Development Dollars.
• Leadership development.
• Access to thousands of on-demand e‑learnings.
• Travel Discounts.
• Employee Resource Groups.
• Competitive retirement and health plans.

Note for MA applicants

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.

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.

#LI-Hybrid #LI-CW2