Account Manager, OpenTable
Enterprise
More information about location
Online restaurant reservation service
Be an early applicant
Online restaurant reservation service
1001+ employees
Be an early applicant
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
- 5+ years of Account management or equivalent experience; validated customer service skills
- You are passionate about hospitality and technology. Restaurant management and/or sales experience in the food and beverage industry is strongly preferred but not essential
- You have outstanding negotiating skills that help drive business value during sales engagements
- Proficient in consultative selling and understanding restaurant operations
- Ability to work under pressure and meet ambitious goals
- Proven capacity to reframe clients' views of their business
- Interest in data-driven business decisions
- Strong cross-departmental teamwork and relationship-building skills
- Excellent organisational and time management skills
- Experience in an unstructured, entrepreneurial environment
- Keenly track economic and industry drivers and understand implications on the restaurant business, including identifying new business opportunities
- Proficiency in Google Suite and CRM solutions like Salesforce is a plus
- OpenTable software and knowledge of table management platforms are a plus
What the job involves
- Reporting to the manager of Enterprise EMEA. An account manager on the team handles an elite portfolio of restaurant groups and strategic accounts
- They assume responsibility for the restaurant and/or group relationship after the sale and installation are completed
- They are charged with maintaining a high client retention rate by improving customer happiness and driving deep utilisation of OpenTable services
- They will dedicatedly engage in face-to-face meetings with decision-makers to consultatively deliver business reviews and provide training and education on using OpenTable software and online marketing exposure
- The position will serve as a trusted advisor and primary point of contact for critical issue resolution for their respective portfolio
- As an authority of their respective territory, they will gather feedback from restaurants to drive feature and functionality requirements for product upgrades and will assist management in devising account management plans and strategies specific to assigned territory
- We are looking for people who are passionate about the restaurant industry and want to feel good about the products they sell and represent
- Cultivate high-level relationships and act as a trusted advisor for restaurant groups/ Strategic Accounts
- Act as liaison between clients and relevant company departments to resolve issues
- Lead client retention efforts and overcome strategic objections
- Deliver customised product and service presentations, both in-person and online
- Encourage and educate clients about industry trends and alternative business perspectives
- Provide clients with valuable data and reports to optimize operations
- Meet and exceed assigned monthly and quarterly retention and revenue goals
- Ensure customer satisfaction through diligent follow-ups
- Document client communications and provide productivity reports
- Maintain a detailed understanding of the company's solutions
- Provide market feedback to Product and Marketing teams
- Assist Enterprise Account Executive and Inside Sales Rep as needed
Salary benchmarks
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
Few candidates hear
back within 2 weeks
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
Articles
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.
People progressing
Joined as a Project Coordinator. Promoted to Lead Project Coordinator after 2 years. Then promoted again to Project Coordinator Manager after 2 years. Now is Director of Global Sales & Services.
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