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
We are seeking a results-driven Account Manager to lead customer retention and revenue growth across a portfolio of restaurant partners in the SW Florida markets within the Eastern Time Zone. Reporting to the Manager of Account Management, this hybrid field-based role serves as a trusted advisor to local restaurant operators by delivering data-driven insights and optimizing reservation workflows. In this position, you will proactively engage with leadership to overcome operational challenges, champion customer needs cross-functionally, and expand adoption of premium marketing solutions. The ideal candidate brings a collaborative mindset, deep industry familiarity, and a passion for supporting the local hospitality ecosystem.
Note: Applicants must live in the Eastern Time Zone to align with the team and market. SW Florida / Florida residence strongly preferred. Domestic travel will be required if not living in the immediate SW Florida area.
Responsibilities
- 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.
- Consultative Business Reviews: Conduct ongoing, data-driven business reviews and executive meetings to deliver industry insights, benchmark performance, and optimize reservation flows.
- Cross-Functional Customer Advocacy: Serve as the primary point of escalation for restaurant partners, collaborating with internal product and support teams to resolve issues and inform feature enhancements.
- Marketing & Promotional Execution: Partner with the marketing team to design, execute, and evaluate custom marketing initiatives that drive program participation and diner engagement.
- Operational Excellence & Tracking: Maintain accurate account records, interaction logs, and activity metrics in Salesforce to inform territory strategy and account health forecasting.
- Industry Education & Thought Leadership: Educate operators on emerging hospitality trends and economic drivers, empowering clients to make data-informed operational decisions.
Minimum Qualifications
- 3+ years of account management, customer success, or operational management experience within the restaurant or hospitality industry.
- Residency in the Eastern Time Zone (SW Florida / Florida residence strongly preferred) and in close proximity to an airport.
- Demonstrated expertise in restaurant operations and financial analysis, including the ability to interpret P&L statements and business metrics.
- Proven track record of using a consultative approach to manage client relationships, handle objections, and achieve retention or growth goals.
- Strong written and oral communication skills, with experience preparing and delivering data-driven presentations to group audiences.
Preferred Qualifications
- Bachelor's degree in Business Administration, Hospitality Management, or a related field.
- Hands-on experience leveraging AI tools for account research, personalized communication, and workflow efficiency.
- Proficiency with CRM platforms (such as Salesforce), Google Workspace, and Apple operating systems.
- Experience working effectively in fast-paced, evolving, or unstructured business environments.
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
- 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: 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 $75,000 - $85,000USD.
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. This role is eligible to be considered for an annual bonus.
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-Remote
Skills Required
- 3+ years of account management, customer success, or operational management experience within the restaurant or hospitality industry
- Residency in the Eastern Time Zone; Southwest Florida or Florida residence strongly preferred
- Proximity to an airport
- Expertise in restaurant operations and financial analysis, including interpreting P&L statements and business metrics
- Consultative client relationship management experience, including handling objections and achieving retention or growth goals
- Strong written and oral communication skills
- Experience preparing and delivering data-driven presentations to group audiences
- Bachelor's degree in Business Administration, Hospitality Management, or a related field
- Experience leveraging AI tools for account research, personalized communication, and workflow efficiency
- Proficiency with CRM platforms such as Salesforce, Google Workspace, and Apple operating systems
- Experience working effectively in fast-paced, evolving, or unstructured business environments
OpenTable Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about OpenTable and has not been reviewed or approved by OpenTable.
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Leave & Time Off Breadth — Time off is positioned as generous, including ample PTO, company-wide recharge time, and additional one-off days such as a birthday/celebration day. Paid volunteer time is also included, reinforcing a broad time-off offering beyond standard vacation and holidays.
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Wellbeing & Lifestyle Benefits — Wellbeing support is positioned as a meaningful part of the package, including company-paid therapy sessions and a paid mindfulness subscription. Flexibility policies such as meeting-free Fridays and “work from (almost) anywhere” are also framed as lifestyle-supporting benefits.
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Strong & Reliable Incentives — Variable pay and upside are highlighted for some roles, especially sales positions where on-target earnings and accelerators can meaningfully raise take-home pay when goals are met. Some postings also indicate eligibility for annual bonuses in certain roles.
OpenTable Insights
What We Do
With millions of diners, tens of thousands of restaurants, and 20+ years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a unique insight into the world of hospitality. We champion restaurants, bars, wineries, and other venues around the world, helping them attract guests, manage capacity, improve operations, and maximize revenue. 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 network that includes OpenTable and KAYAK's portfolio of travel brands including Swoodoo, checkfelix, momondo, Cheapflights, Mundi and HotelsCombined.
Why Work With Us
Hospitality is all about taking care of others, and it defines our culture. You’ll work in a welcoming and inclusive environment, and get the benefits, flexibility, and support you need to succeed.
