Account Executive

About the Job
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.

Responsibilities
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.

Minimum Qualifications
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.

Preferred Qualifications
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).