Account Executive, OpenTable
CA$160-165k
OTE
CA$65-70k
BASE
Plus uncapped commission
More information about location
Online restaurant reservation service
Be an early applicant
Online restaurant reservation service
1001+ employees
Be an early applicant
CA$160-165k
OTE
CA$65-70k
BASE
Plus uncapped commission
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
- OpenTable is looking for a driven, motivated and results-focused Account Executive who can bring new restaurants onto the OpenTable dining network!
- Travel as required to support sales activities and relationship building
- Sales Expertise: Minimum of 3-5 years of sales experience, ideally in restaurant technology or similar fields, with a proven track record of exceeding targets and quotas. Restaurant management or food and beverage experience is a plus
- Outbound Experience: Experienced and comfortable with cold-calling and ability to fulfill high outbound call volume (approx 50-100 calls a day)
- High Performer: Results-driven, tenacious, and data-oriented with a history of top performance in sales. Self-motivated and able to excel under pressure, meeting ambitious goals and deadlines with a proactive approach
- Customer Engagement: Skilled in communicating new points of view that reframe and challenge clients' business views. Exceptional ability to drive business value and effectively communicate insights to influence customer decisions
- Market Insight: Able to supervise and analyze economic and industry trends, understanding their impact on the restaurant sector and identifying new opportunities
- Analytical & Strategic: Highly analytical with a talent for assessing business opportunities, reading prospective buyers, and negotiating effectively
- Adaptable & Organized: Adaptable in a constantly evolving environment with strong organizational skills and attention to detail; administrative tasks comprise about 20-35% of the role
- Communication & Empathy: Excellent oral and written communication skills in English, with a strong sense of compassion, self-awareness, and emotional intelligence
- Technical Proficiency: Proficiency in Google Suite (Docs, Sheets, Slides) and capacity to learn sophisticated concepts quickly and independently
- Other Requirements: Access to a registered vehicle and valid driver’s license
What the job involves
- This individual will lead with a consultative sales approach within a revenue pod, and act as a business leader and sales authority
- The Account Executive will own and handle their book of business/territory, run business meetings with restaurant owners and operators, and close deals based on varying needs
- Outbound Prospecting: Conduct outbound activities, including cold calling, drop ins, emailing, and social media outreach, to identify and engage potential restaurant clients
- Territory Management: Target, identify, and sell OpenTable products to restaurants within your assigned territory. Cultivate and build upon relationships with top and elite restaurants, serving as a trusted advisor to the client base
- Education & Insights: Educate prospects and clients about OpenTable's products, services, and industry trends, highlighting value to restaurant operations and customer experiences. Offer insights and challenge customers to think differently about their business
- Consultative Selling: Challenge clients to consider fresh opinions on their business. Strategically handle objections, differentiate from competitors, and leverage product insights to position OpenTable as a valuable partner
- Sales Strategy & Execution: Generate business plans to define selling strategies and tactics, strategically overcome objections and competition, and consistently over-achieve monthly and quarterly acquisition and revenue targets
- Organizational & Technical Proficiency: Apply Salesforce to handle the territory, forecast sales activity, and process contracts while maintaining high standards of organization and data integrity. Must be proficient in Google Suite
- Collaboration & Adaptability: Collaborate cross-functionally and within your team to drive growth and adapt to ongoing product, marketing, and technology developments
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.
Salary benchmarks
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