Account Executive, OpenTable
$130-140k
OTE
$60-65k
BASE
Uncapped commission
Online restaurant reservation service
Be an early applicant
Online restaurant reservation service
1001+ employees
Be an early applicant
$130-140k
OTE
$60-65k
BASE
Uncapped commission
1001+ employees
Company mission
To bring together people and the restaurants they love in the moments that matter.
Role
Who you are
- Significant B2B sales experience, with a consistent track record of meeting or exceeding targets in fast-paced environments
- A tenacious, goal-oriented self-starter who leads from the front — proactive in outbound activity, resilient in follow-up, and professionally persistent in driving opportunities forward
- Strong discovery and consultative selling skills — confident asking the right questions, uncovering needs, and reframing how customers think about their business
- Skilled at negotiation and value-based selling, able to articulate ROI and drive meaningful commercial outcomes during sales engagements
- Comfortable using data and analytics to inform decisions, build compelling business cases, and strengthen customer conversations
- Excellent time management, presentation and organisational skills, with confidence handling administrative responsibilities alongside pipeline management. Proficient in Google Workspace and Salesforce CRM
- A collaborative, insight-driven team player who thrives on feedback, learning and shared success, as much as closing deals
- Passionate about hospitality and technology. Experience in restaurant management and/or food & beverage sales is strongly preferred but not essential
- Language skills: Spanish and/or Korean proficiency is a strong nice-to-have
What the job involves
- The Account Executive is responsible for bringing new restaurants onto our dining network through a consultative sales approach
- OpenTable’s Account Executive team is dedicated to improving restaurants’ revenue potential by applying best-in-brand front-of-house management and online reservation technology
- We are looking for sales professionals who are passionate about the restaurant industry and enjoy working with industry-leading technology
- This is a hybrid field based position, with up to 60% domestic travel, the rest of the time working from home
- Own and grow your assigned territory by proactively identifying, targeting and winning new restaurant partners through strategic outbound activity and thoughtful market mapping
- Build trusted adviser relationships with top and elite restaurants, strengthening long-term partnerships and expanding revenue opportunities within your market
- Deliver high-quality, tailored product demos, both virtual and in-person, using data-driven insights to diagnose needs and position OpenTable solutions effectively
- Drive sustainable revenue growth by creating compelling commercial opportunities that generate measurable value for restaurateurs and OpenTable alike
- Act as a market expert by educating operators on industry trends, competitive insights and performance data, while challenging them to think differently about their business
- Develop and execute strategic territory and account plans, confidently overcoming objections and navigating competitive environments
- Consistently exceed monthly and quarterly acquisition and revenue targets while maintaining accurate forecasting and disciplined pipeline management through Salesforce
- Capture and translate customer insights into action by sharing structured feedback with Product and Marketing teams to continuously refine the value proposition
- Represent OpenTable within the hospitality community through industry events, networking and active market engagement to strengthen brand presence and credibility
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)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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