Enterprise Account Executive, OpenTable
$140-150k
OTE
$55-65k
BASE
More information about location
Online restaurant reservation service
Be an early applicant
Online restaurant reservation service
1001+ employees
Be an early applicant
$140-150k
OTE
$55-65k
BASE
More information about location
1001+ employees
Company mission
To bring together people and the restaurants they love in the moments that matter.
Role
Who you are
- Proven success in enterprise SaaS sales with a track record of exceeding sales targets
- 3+ years of experience selling into enterprise clients, particularly with complex sales cycles involving multiple decision-makers
- Strong understanding of the restaurant or hospitality industry is preferred
- Excellent negotiation skills, with the ability to frame “win-win” scenarios
- Proficient with CRM tools, especially Salesforce, for managing pipeline and tracking sales activities
- Highly organized and detail-oriented with exceptional problem-solving skills
- Franchise/Eatertainment experience preferred but not required
What the job involves
- As an Enterprise Account Executive (AE) on our North American Enterprise Team, you will play a critical role in driving the growth of OpenTable by acquiring large, national restaurant groups and enterprise clients
- Your focus will be on expanding our presence among restaurant chains, large hospitality groups, and other multi-location restaurant enterprises
- You’ll be responsible for managing the entire sales cycle, from prospecting through contract negotiations, while building lasting relationships that contribute to long-term success
- You will collaborate closely with our marketing, account management, and business development teams to develop strategies for upgrading and expanding existing clients while continually identifying new business opportunities
- Identify, target, and develop a list of potential enterprise clients in your assigned territory
- Build and maintain relationships with key decision-makers, including C-level executives
- Collaborate with marketing on account-based marketing strategies to drive demand
- Prospect new business opportunities and maintain a healthy sales pipeline through Salesforce CRM
- Manage a complex sales cycle that involves multiple stakeholders and decision-makers
- Conduct in-depth research and discovery to understand each client’s business needs
- Lead product demonstrations and present customized solutions to prospective clients
- Negotiate and close contracts with enterprise clients, including multi-location chains and large restaurant groups
- Maintain strong, consultative relationships with restaurant and hospitality executives
- Act as a trusted advisor to clients, guiding them on how OpenTable can enhance their operations and guest experiences
- Collaborate with internal teams to ensure successful client onboarding and account expansion
- Represent OpenTable at industry conferences, trade shows, and networking events to expand the enterprise client base
- Stay informed of industry trends and restaurant group dynamics to provide insightful recommendations to clients
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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