Associate Account Executive (Mid-Market)

With millions of diners, tens of thousands of restaurants, and 25 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.

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.

About the Role:

OpenTable is looking for an Associate Account Executive who can bring new restaurants onto the OpenTable dining network! This individual will lead with a consultative sales approach within a revenue pod, and act as an expert in OpenTable’s product and features. Under the direction of more senior sales leadership, the Associate Account Executive will handle their own book of business/territory across multiple markets. They will run business meetings with restaurant owners and operators, and close deals based on varying needs.

In this role, you will: 

• Target, identify and sell OpenTable products to restaurants within an assigned territory that spans multiple geographic markets within the United States
• Conduct outbound prospecting activities, including cold calling, emailing, and social media outreach, to identify and engage potential restaurant clients.
• Cultivate and build upon existing relationships with restaurants and serve as a trusted advisor to your territory’s client base
• Educate prospects about OpenTable's products, services, and features, highlighting the value they bring to restaurant operations and customer experiences
• Stay informed about industry trends, competitive landscape, and restaurant market conditions to identify new opportunities and challenges
• Challenge customers to think differently about their business
• Strategically overcome objections and competition
• Generate business plans to define your selling strategies and tactics
• Consistently over-achieve monthly and quarterly acquisition and revenue targets
• Use Salesforce to run your territory, stay organized, forecast sales activity, and process contracts
• Travel 5 - 10% in the role 
• Must be proficient in Google Suite 

Please apply if you:

• Have a minimum of 3 years of sales experience 
• Are high-reaching, tenacious, and data-driven
• Are self-motivated and able to perform well under pressure and against ambitious goals and deadlines
• Have a proven track record of success in generating leads, qualifying prospects, and meeting or exceeding sales targets and quotas
• Are skilled at presenting new points of view to customers to reframe and challenge the way they view their business
• Have the ability to track economic and industry drivers and understand their implications on the restaurant business
• Have the ability to drive business value during sales engagements and showcase negotiating skills
• Are highly analytical with the ability to assess business opportunities

A few of the benefits you get at OpenTable—

• Work from (almost) anywhere; wherever you do your best work
• Focus on mental health and well-being
• Company paid therapy sessions through SpringHealth
• Company paid subscription to HeadSpace
• Company-wide weeks off each year - the whole team fully recharges (and returns without a pile-up of work!)
• Generous paid parental leave
• Generous paid vacation + time off for your birthday
• Paid volunteer time
• Health, dental & vision plans
• 401k with company match
• Focus on your career growth
• Enriched learning and development opportunities
• Leadership development
• Access to thousands of on-demand e-learnings

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 $105,000-$110,000 USD annually through a combination of base salary and uncapped monthly sales incentives. The base salary range for this United States located role is $45,000-$50,000 USD plus uncapped commission.
In addition to a competitive base salary and uncapped commission, roles are eligible for additional compensation 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 and benefits.

Diversity and Inclusion

We aspire to have a workplace that reflects all of the diverse communities we serve. We know that when we have diverse teams we produce more creative ideas, products, and better outcomes for our team members. OpenTable/KAYAK is proud to be an Equal Opportunity Employer, and we welcome and encourage candidates from all backgrounds and experiences to apply for roles on our team. Whoever you are, just be you.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform job responsibilities, and to receive other benefits and privileges of employment. Please contact us to request accommodation.