Account Executive, OpenTable
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 experience in B2B sales
- High-reaching, tenacious and goal-oriented professional; always taking the lead, placing importance on outbound activities and being professionally persistent
- You have well-honed discovery skills; asking questions and relating concepts to your prospects in impactful ways
- 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 are skilled at communicating new points of view to customers that reframe and challenge the way they view their business
- You have outstanding negotiating skills that help drive business value during sales engagements
- You enjoy using data and analytics to advise decision-making and build business reasons
- You have strong time management and presentation skills and are comfortable with administrative tasks
- You are proficient in the use of Google Suite and Salesforce CRM
- You are an insightful, team-orientated sales person who loves to collaborate and grow through learning and feedback as much as you love to close a deal
- Ability to work in an unstructured and forward-thinking environment
- College degree required
- You are a native French speaker and proficient in English
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 remote position, with up to 60% domestic travel
- Target, identify and approach prospective restaurant customers within an assigned territory, with the aim of selling OpenTable products
- Cultivate and build upon existing relationships with top and elite restaurants to serve as a trusted adviser to your market’s client base
- Provide high-quality, data-driven in-person and online demos of OpenTable products that are customized for each partner to determine solution needs
- Drive revenue by connecting with restaurateurs and building opportunities that will make all parties more successful
- Educate operators about trends in the industry and offer rare insights
- Challenge customers to think differently about their business
- Generate business and strategic plans to define your selling strategies and tactics
- Strategically overcome objections and competition
- Consistently over achieve monthly and quarterly acquisition and revenue targets
- Utilise your customers’ experience to continually evolve the sales process and our product
- Provide and present customer feedback to the Product and Marketing teams
- Utilise Salesforce to run your territory, stay organised, forecast sales activity, and process contracts
- Enhanced product knowledge and expert data tools knowledge (such as Preset)
- Be visible in and amongst the hospitality industry through networking, events and consistent engagement
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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