Account Service Manager

OpenTable; Massachusetts; Remote; USD 150,000 - 170,000; Full time

Benefits offered by this job

Travel Discounts

Retirement plans

Health insurance

Job summary

OpenTable is seeking an Account Executive to drive restaurant partner growth across your territory. You will identify, consult, and onboard partners, manage the full sales cycle from prospecting to closing.

This field sales role requires 5+ years of quota-driven experience, proficiency with Salesforce, and willingness to travel locally up to 50% of time; strong knowledge of the hospitality industry is a plus.

Qualifications

• 5+ years of professional sales experience with quotas.
• Proven track record in quota-carrying roles.
• Proficient with CRM platforms, e.g., Salesforce.
• Willing to travel locally; field sales with ~50% field time.

Responsibilities

• Identify, consult, and onboard new restaurant partners in territory.
• Manage full sales cycle from prospecting to closing.
• Develop strategic territory business plan and maintain CRM hygiene.
• Collaborate with Product, Marketing, and regional teams.
• Achieve monthly and quarterly acquisition goals.
• Build relationships as trusted advisor on trends and opportunities.

Skills

Sales experience

Quota attainment

Coachability

Presentation skills

Tools

Salesforce

Microsoft Office

Google Workspace

Job description

With millions of diners, 70,000+ restaurant partners and 25+ years of experience, OpenTable, part of Booking Holdings, Inc. (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. 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.

As an Account Executive at OpenTable, you will drive the growth of our dining network by identifying, consulting, and onboarding new restaurant partners within your assigned territory. Operating as a business leader and trusted advisor, you will engage restaurant owners and operators to demonstrate how our platform optimizes operations, elevates guest experiences, and maximizes revenue. In this role, you will manage the full sales cycle, from prospecting to closing, while leveraging local market insights to inform company-wide product and marketing strategies. Proactively prospect, qualify, and close new restaurant business within an assigned territory to consistently meet or exceed monthly and quarterly acquisition goals.

Execute a structured, consultative sales process—including discovery, customized solution-based demonstrations, and multi-threaded stakeholder management—to reframe perspectives and overcome objections.

Develop and execute a strategic territory business plan, utilizing Salesforce to maintain CRM hygiene, manage activity tracking, and generate accurate pipeline forecasts.

Build and strengthen high-level relationships with prospective and existing clients, serving as a trusted advisor on industry trends, operational challenges, and growth opportunities.

Collaborate cross-functionally with Product, Marketing, and regional team members to share market feedback, contribute to sales strategies, and optimize product adoption.

Manage full book-of-business ownership with self-direction, executing sales targets with precision while effectively navigating competitive landscapes.

5+ years of professional sales experience consistently meeting or exceeding performance quotas, or an equivalent combination of sales and hospitality management experience.

• ~ Proven track record in quota-carrying environments, demonstrating expertise in full-lifecycle sales, objection handling, and deal closure.
• ~ Proficiency with CRM platforms (such as Salesforce) for pipeline management, forecasting, and administrative tracking.
• ~ Ability to travel locally within the assigned territory to conduct in-person client meetings and customized product demonstrations. This is a field sales position with +50% of your time spent in the market.

Mastery of modern, structured sales methodologies (such as MEDDIC, Challenger Sale, or Value Selling).

Direct SaaS or technology sales experience within the hospitality, restaurant, or software industries.

Deep understanding of core restaurant industry drivers, operational challenges, and market dynamics.

Demonstrated coachability, active learning agility, and continuous personal or professional development.

Strong technical proficiency with business productivity software (including Microsoft Office Suite or Google Workspace).

• Travel Discounts
• 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 $150,000 - $170,000 USD annually through a combination of base salary and uncapped monthly sales incentives. flexible spending account; retirement benefits; life insurance; paid time off (including PTO, paid sick leave, medical leave, bereavement leave, floating holidays and paid holidays); At OpenTable, we pride ourselves on fostering a global and dynamic work environment. 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 - 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 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. LI-REMOTE