Key Account Manager, OpenTable
$80-90k
Requires regular local travel
Online restaurant reservation service
Be an early applicant
Online restaurant reservation service
1001+ employees
Be an early applicant
$80-90k
Requires regular local travel
1001+ employees
Company mission
To bring together people and the restaurants they love in the moments that matter.
Role
Who you are
- 3+ years of experience in account management, hospitality, restaurant operations, or a closely related field
- Proven ability to build strong strategic relationships, provide consultative guidance, and communicate effectively with executive-level stakeholders
- Demonstrated analytical skills with the ability to interpret data and metrics to identify trends, shape strategy, and measure impact
- Excellent organizational, communication, and presentation skills suited for adapting messaging across various audiences
- Must be based in New York City metro with the ability to travel domestically up to 60% for in-person customer meetings, territory mapping, and industry networking events
Desirable
- Experience managing high-profile, high-touch, or complex multi-stakeholder accounts
- Deep knowledge of hospitality culture, competitive market dynamics, and the operational workflows of influential restaurants
- Familiarity with hospitality tools, customer relationship management (CRM) systems, and related platform capabilities
- Proven success collaborating with cross-functional teams such as Sales, Marketing, Product, and Onboarding
- Proficiency with enterprise software (e.g., Salesforce, Google Workspace) and comfort using modern workflow efficiency tools
What the job involves
- The Key Account Manager plays a crucial role in supporting a curated portfolio of strategically important, high-visibility restaurant partners
- In this specialized role, you will apply a high-touch, tailored support model to protect and grow these valuable partnerships through exceptional customer care and thoughtful problem-solving
- By acting as a trusted advisor and operational partner, you will ensure these influential restaurants maximize their value and achieve long-term success on the platform
- You will also collaborate cross-functionally to champion bespoke operational needs and elevate the overall partner experience
- Serve as a strategic advisor for a curated portfolio of critical accounts, developing customized retention and growth strategies aligned with each partner's operational goals
- Establish a proactive account-management cadence, delivering customized business reviews and actionable recommendations based on data-driven insights
- Act as an expert consultant on product solutions, conducting audits to optimize platform usage and supporting strategic partnership initiatives
- Guide complex onboarding for new accounts and coordinate cross-functional support during high-priority launches and transitions
- Translate partner feedback and field insights into actionable recommendations for internal stakeholders, serving as the structured voice of the customer
- Drive operational excellence by maintaining accurate documentation, contributing to scalable workflows, and representing the brand professionally during market visits
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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