Account Executive

Who you are

• 3+ years of experience in B2B sales with a proven track record of meeting or exceeding targets in fast-paced environments
• Demonstrated experience in consultative selling, value-based negotiation, and articulating ROI during complex sales engagements
• Proven proficiency in using Salesforce CRM and Google Workspace for accurate forecasting, pipeline management, and administrative tracking
• Strong data analysis and presentation skills, with experience using metrics to build compelling business cases and conduct product demonstrations
• Ability to travel domestically up to 60% for in-person customer meetings, territory mapping, and industry networking events
• Experience in restaurant management, food and beverage sales, or hospitality technology
• Demonstrated success navigating competitive sales environments and overcoming complex business objections
• Experience translating customer field feedback into structured insights for internal product and marketing teams
• Professional fluency or proficiency in Spanish and/or Korean (nice to have)
• Must have a valid driver’s license and reliable access to a vehicle, as this role requires travel throughout the assigned territory

What the job involves

• As an Account Executive, you will expand OpenTable’s dining network by bringing new restaurant partners onto our platform through a consultative sales approach.
• In this hybrid field-based role with up to 60% domestic travel, you will partner with restaurateurs to enhance their revenue potential using industry-leading front-of-house management and online reservation technology
• You will serve as a trusted market expert, driving sustainable commercial growth while representing OpenTable across the hospitality community
• Proactively identify, target, and secure top-tier restaurant partners through strategic outbound prospecting and comprehensive market mapping to expand territory presence
• Deliver high-quality, data-driven product demonstrations—both virtual and in-person—tailored to solve specific operational challenges and demonstrate clear value
• Execute strategic territory and account plans to consistently achieve monthly and quarterly acquisition and revenue targets while maintaining disciplined Salesforce pipeline management
• Consult with operators on industry trends, performance analytics, and competitive insights to reframe their business strategies and build long-term partnerships
• Structure compelling, value-based commercial opportunities and negotiate agreements that generate measurable return on investment for both restaurateurs and OpenTable
• Gather and translate field insights into actionable, structured feedback for Product and Marketing teams to continuously strengthen the core value proposition

Benefits

• Work from (almost) anywhere - wherever you do your best work
• Mental health and well-being - company-paid therapy sessions through SpringHealth, company-paid subscription to HeadSpace, and company-wide weeks off a year so the whole team can recharge
• Generous parental leave
• Generous paid vacation + time off for your birthday
• Paid volunteer time
• Enriched learning and development opportunities - leadership development & access to thousands of on-demand e-learnings