Account Executive, OpenTable
$134-144k
OTE
$60-65k
BASE
Office located in Queens, NY
Online restaurant reservation service
Be an early applicant
Online restaurant reservation service
1001+ employees
Be an early applicant
$134-144k
OTE
$60-65k
BASE
Office located in Queens, NY
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 B2B sales with a proven track record of meeting or exceeding targets in fast-paced environments
- Demonstrated experience in consultative selling, value-based negotiation, and articulating ROI during complex sales engagements
- Proven proficiency in using Salesforce CRM and Google Workspace for accurate forecasting, pipeline management, and administrative tracking
- Strong data analysis and presentation skills, with experience using metrics to build compelling business cases and conduct product demonstrations
- Ability to travel domestically up to 60% for in-person customer meetings, territory mapping, and industry networking events
Desirable
- Experience in restaurant management, food and beverage sales, or hospitality technology
- Demonstrated success navigating competitive sales environments and overcoming complex business objections
- Experience translating customer field feedback into structured insights for internal product and marketing teams
- Professional fluency or proficiency in Spanish and/or Korean (nice to have)
- Must have a valid driver’s license and reliable access to a vehicle, as this role requires travel throughout the assigned territory
What the job involves
- As an Account Executive, you will expand OpenTable’s dining network by bringing new restaurant partners onto our platform through a consultative sales approach.
- In this hybrid field-based role with up to 60% domestic travel, you will partner with restaurateurs to enhance their revenue potential using industry-leading front-of-house management and online reservation technology
- You will serve as a trusted market expert, driving sustainable commercial growth while representing OpenTable across the hospitality community
- Proactively identify, target, and secure top-tier restaurant partners through strategic outbound prospecting and comprehensive market mapping to expand territory presence
- Deliver high-quality, data-driven product demonstrations—both virtual and in-person—tailored to solve specific operational challenges and demonstrate clear value
- Execute strategic territory and account plans to consistently achieve monthly and quarterly acquisition and revenue targets while maintaining disciplined Salesforce pipeline management
- Consult with operators on industry trends, performance analytics, and competitive insights to reframe their business strategies and build long-term partnerships
- Structure compelling, value-based commercial opportunities and negotiate agreements that generate measurable return on investment for both restaurateurs and OpenTable
- Gather and translate field insights into actionable, structured feedback for Product and Marketing teams to continuously strengthen the core value proposition
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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