Enterprise Account Executive

With millions of diners, tens of thousands of restaurants, and 23+ 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.

In this role, you will:

As an Enterprise Account Executive (AE) on our North American Enterprise Team, you will play a critical role in driving the growth of OpenTable by acquiring large, national restaurant groups and enterprise clients. Your focus will be on expanding our presence among restaurant chains, large hospitality groups, and other multi-location restaurant enterprises. You’ll be responsible for owning the entire sales cycle, from prospecting through contract negotiations, while forming last relationships that contribute to long-term success.

You will partner closely with our marketing, account management, and business development teams to develop strategies for upgrading and expanding existing clients while continually identifying new business opportunities.

Key Responsibilities:

• Identify, target, and develop a list of potential enterprise clients in your assigned territory.

• Build and maintain relationships with key decision-makers, including C-level executives.

• Collaborate with marketing on account-based marketing strategies to drive demand.

• Prospect new business opportunities and maintain a healthy sales pipeline through Salesforce CRM.

• Lead a complex sales cycle that involves multiple collaborators and decision-makers.

• Conduct in-depth research and discovery to understand each client’s business needs.

• Lead product demonstrations and present customized solutions to prospective clients.

• Negotiate and close contracts with enterprise clients, including multi-location chains and large restaurant groups.

• Maintain strong, consultative relationships with restaurant and hospitality executives.

• Act as a trusted advisor to clients, guiding them on how OpenTable can enhance their operations and guest experiences.

• Collaborate with internal teams to ensure successful client onboarding and account expansion.

• Represent OpenTable at industry conferences, trade shows, and events to expand the enterprise client base.

• Stay informed of industry trends and restaurant group dynamics to provide insightful recommendations to clients.

Please apply if:

• Experience in enterprise SaaS sales with a track record of exceeding sales targets.

• 3+ years of experience selling into enterprise clients, particularly with complex sales cycles involving multiple decision-makers.

• Strong understanding of the restaurant or hospitality industry is preferred.

• Excellent negotiation skills

• Proficient with CRM tools, especially Salesforce, for handling pipeline and tracking sales activities.

• Highly organized and thorough with exceptional problem-solving skills.

• Ability to travel up to 40% for client meetings, events, and industry conferences. Must live within 30 miles of an international airport

• Franchise/Entertainment experience preferred but not required.

A few of the benefits you get at OpenTable!

• Generous paid vacation

• Day off on your birthday

• Company-matched retirement plans

• Company-wide week off each year

• Work from (almost) anywhere policy

• Health, dental, and vision insurance plans

• Flexible Spending Accounts

• Headspace Subscription

• Company-paid therapy sessions through SpringHealth

• Paid Volunteer Time

• Universal Paid Parental Leave

Note for Connecticut Residents: To receive estimated salary range information for this role pursuant to Connecticut's "An Act Concerning the Disclosure of Salary Range for a Vacant Position", email [email protected]. You must include the name of the position in your request.

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 $140,000 - $150,000 USD annually through a combination of base salary and uncapped monthly sales incentives. The base salary range for this United States located role is $55,000-$65,000 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, Equity, and Inclusion

OpenTable aspires to be a workplace that reflects the diverse communities we serve and a culture that is inclusive and welcoming. Hiring people with different backgrounds, experiences, perspectives, and ideas is critical to innovation and to how we deliver great experiences for our users and our partners. Representation matters.

We 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.