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.

The Account Executive is responsible for bringing new restaurants onto our dining network through a consultative sales approach.

**This is a remote position, with up to 60% domestic travel.**

**In this Role you will**:

- Target, identify and approach prospective restaurant customers within an assigned territory, with the aim of selling OpenTable products
- Nurture and build upon existing relationships with top and elite restaurants to serve as a trusted adviser to your market's client base.
- Provide high-quality, data-driven in-person and online demos of OpenTable products that are customized for each partner to determine solution needs
- Drive revenue by connecting with restaurateurs and building opportunities that will make all parties more successful
- Educate operators about trends in the industry and offer rare insights
- Challenge customers to think differently about their business
- Generate business and strategic plans to define your selling strategies and tactics
- Strategically overcome objections and competition
- Consistently over achieve monthly and quarterly acquisition and revenue targets.
- Utilise your customers' experience to continually evolve the sales process and our product
- Provide and present customer feedback to the Product and Marketing teams
- Utilise Salesforce to run your territory, stay organised, forecast sales activity, and process contracts
- Enhanced product knowledge and expert data tools knowledge (such as Preset)
- Be visible in and amongst the hospitality industry through networking, events and consistent engagement.
- You have 5+ years of experience in B2B Enterprise sales
- High-reaching, tenacious and goal-oriented professional; always taking the lead, placing importance on outbound activities and being professionally persistent.
- You have well-honed discovery skills; asking questions and relating concepts to your prospects in impactful ways
- You are passionate about hospitality and technology. Restaurant management and/or sales experience in the food and beverage industry is strongly preferred but not essential.
- You are skilled at communicating new points of view to customers that reframe and challenge the way they view their business.
- You have outstanding negotiating skills that help drive business value during sales engagements.
- You are passionate about using data and analytics to inform decision-making and build cases
- You have strong time management and presentation skills and are comfortable with administrative tasks
- You are proficient in the use of Google Suite and Salesforce CRM.
- You are an empathetic, team-orientated sales person who loves to collaborate and grow through learning and feedback as much as you love to close a deal.
- Ability to work in an unstructured and forward-thinking environment
- College degree required

**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.