Account Executive, OpenTable
Hotels
Online restaurant reservation service
Be an early applicant
Online restaurant reservation service
1001+ employees
Be an early applicant
1001+ employees
Company mission
To bring together people and the restaurants they love in the moments that matter.
Role
Who you are
- You have 5+ years of proven B2B sales experience, ideally within hospitality or technology
- You have experience selling into the hotel or hospitality segment and understand how hotel operations and F&B outlets are structured
- You have excellent discovery skills and can adapt your sales approach to address diverse stakeholder needs
- You are a confident communicator capable of challenging prospects to think differently about their business
- You are passionate about hospitality and technology, with a strong ability to link value creation to business outcomes
- You are experienced in using Salesforce CRM and Google Suite, and comfortable working with data and analytics
- You are self-motivated, organised, and thrive in an unstructured, fast-moving environment
- You are a native French speaker and proficient in English; proficiency in Italian or Spanish would be a strong advantage
What the job involves
- The Account Executive – Hotels is responsible for bringing new hotel restaurants onto the OpenTable dining network through a consultative and strategic sales approach
- OpenTable’s Hotel Sales team partners with leading hotels and groups to improve their restaurants’ revenue potential by applying best-in-class front-of-house management and online reservation technology
- We’re looking for sales professionals who are passionate about hospitality, confident engaging senior hotel stakeholders, and comfortable selling complex technology solutions
- This is a remote position, based in France, with up to 40–50% domestic travel
- Target, identify and approach prospective hotel partners across your assigned territory, introducing OpenTable products to individual hotel restaurants and hotel groups
- Provide high-quality, data-driven in-person and online demos that are tailored to each property’s F&B operation and technology setup
- Navigate complex decision-making processes across multiple hotel stakeholders – including F&B Directors, IT teams, Marketing, and General Managers
- Act as a trusted advisor, educating hotels on industry trends, integrations and best practices to maximise their restaurant revenue
- Build business cases using data and insights to demonstrate ROI and commercial value
- Develop and execute a strategic plan for your territory, focusing on long-term relationship building and growth opportunities
- Collaborate cross-functionally with internal teams including Marketing, Product, and Legal to support partner success
- Consistently achieve and exceed monthly and quarterly acquisition and revenue targets
- Utilise Salesforce to manage your pipeline, forecast accurately, and process contracts efficiently
- Represent OpenTable at key industry events, trade shows, and networking opportunities within the hospitality sector
Our take
OpenTable was one of the earliest innovators in the online reservation space, setting up shop in 1998 as a tool to enable restaurants to take bookings online. Rather than charging consumers for the service, OpenTable generates revenue via a monthly subscription and reservation fee from businesses.
Today, the platform is used by tens of thousands of restaurants around the world and seats over 1 billion diners per year. The company was acquired by Booking Holdings – the world's largest travel company – for $2.6 billion in 2014, and remains a subsidiary of the group to this day.
OpenTable is the dominant player in the restaurant reservation software category, with an impressive 45% market share, but does face increasing competition from platforms like Resy, Tock, TableAgent, and many more. Nonetheless, this market leader has garnered an impressive reputation, and there is nothing to say it won't hold on to the dominance it has earned into the future.
Freddie
Company Specialist at Welcome to the Jungle
Insights
4% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Oct 2000
$36m
SERIES C
Jan 2000
$10m
SERIES B
Total funding: $48.2m
Company benefits
- Work from (almost) anywhere - wherever you do your best work
- Mental health and well-being - company-paid therapy sessions through SpringHealth, company-paid subscription to HeadSpace, and company-wide weeks off a year so the whole team can recharge
- Generous parental leave
- Generous paid vacation + time off for your birthday
- Paid volunteer time
- Enriched learning and development opportunities - leadership development & access to thousands of on-demand e-learnings
Company HQ
Union Square, San Francisco, CA
Leadership
Debby Soo
(CEO, not founder)After graduating from Stanford with a liberal arts major, Debby started their career in investment banking. Thereafter they worked in Google’s Strategic Partnerships Group and then spent a decade at KAYAK, eventually becoming CCO.
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