About OpenTable
- With millions of diners, 60,000+ 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 Role
- You will work closely with Account Managers and Account Executives to bring new restaurants onto the OpenTable network through a consultative sales approach. You are the first point of contact for restaurants in your territory. This role requires residency in Seattle.
- Account Executives stay closely connected to their local markets. Your insights inform Product and Marketing teams and shape broader sales and growth strategies across the company.
- The OpenTable Account Executive team focuses on improving restaurant revenue through best-in-class front-of-house management and online reservation technology. This role suits sales professionals who care about the restaurant industry and take pride in the products they represent. The work is fast-paced, client-facing, and outcome-driven, with a strong emphasis on closing, territory ownership, and relationship building.
Responsibilities
- Prospect, target, and acquire new restaurant partners across Washington
- Build and maintain trusted advisor relationships with restaurateurs
- Drive revenue through thoughtful discovery and solution-based selling
- Deliver customized in-person and virtual product demos
- Educate operators on industry trends and operational best practices
- Help restaurants rethink how they attract, manage, and retain guests
- Develop and execute a strategic territory plan with accurate forecasting
- Address objections and compete effectively in head-to-head sales cycles
- Create business plans outlining selling strategies and tactics
- Consistently exceed monthly and quarterly acquisition and revenue targets
- Share market feedback to influence product and marketing direction
- Manage pipeline, forecasting, and contracts in Salesforce
- Stay current on product updates and technology changes
- Prospect, target, and acquire new restaurant partners across Washington
- Build and maintain trusted advisor relationships with restaurateurs
- Drive revenue through thoughtful discovery and solution-based selling
- Deliver customized in-person and virtual product demos
- Educate operators on industry trends and operational best practices
- Help restaurants rethink how they attract, manage, and retain guests
- Develop and execute a strategic territory plan with accurate forecasting
- Address objections and compete effectively in head-to-head sales cycles
- Create business plans outlining selling strategies and tactics
- Consistently exceed monthly and quarterly acquisition and revenue targets
- Share market feedback to influence product and marketing direction
- Manage pipeline, forecasting, and contracts in Salesforce
- Stay current on product updates and technology changes
Required Qualifications
- Must reside in Seattle
- Results-driven with strong persistence and accountability
- Comfortable working toward ambitious goals in a deadline-driven environment
- Skilled at reframing customer thinking through strong discovery and insight
- Deep interest in restaurant economics and industry trends
- Strong verbal, written, and presentation skills
- Proven ability to drive clear business value in sales conversations
- Data-oriented with strong judgment on buyer intent and opportunity quality
- Confident negotiator with sound commercial instincts
- Restaurant management or restaurant-focused sales experience preferred
- Strong attention to detail and comfort with 20 to 35 percent administrative work
- Technically capable and quick to learn new systems
- Proficient in Word, PowerPoint, Excel, and Google Workspace
- Must reside in Seattle
- Results-driven with strong persistence and accountability
- Comfortable working toward ambitious goals in a deadline-driven environment
- Skilled at reframing customer thinking through strong discovery and insight
- Deep interest in restaurant economics and industry trends
- Strong verbal, written, and presentation skills
- Proven ability to drive clear business value in sales conversations
- Data-oriented with strong judgment on buyer intent and opportunity quality
- Confident negotiator with sound commercial instincts
- Restaurant management or restaurant-focused sales experience preferred
- Strong attention to detail and comfort with 20 to 35 percent administrative work
- Technically capable and quick to learn new systems
- Proficient in Word, PowerPoint, Excel, and Google Workspace
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!)
- 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
- Development Dollars
- Leadership development
- Access to thousands of on-demand e-learnings
- Travel Discounts
- Employee Resource Groups
- Competitive retirement and health plans
- 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!)
- 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
- Development Dollars
- Leadership development
- Access to thousands of on-demand e-learnings
- Travel Discounts
- Employee Resource Groups
- Competitive retirement and health plans
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 $155,000-$160,000 USD annually through a combination of base salary and uncapped monthly sales incentives. The base salary range for this United States located role is $60,000-$65,000 USD plus uncapped commission.
- In addition to a competitive base salary, 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.
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.
