Manager, Account Executive

About the job

The role of Manager, Account Executives leads a team of field sales professionals responsible for acquiring new restaurant partners and growing OpenTable's footprint within assigned markets. In this role, you will drive local business growth by coaching your sales team, designing comprehensive territory plans, and overseeing pipeline execution to meet monthly and quarterly targets. By partnering closely with cross-functional teams such as Account Management, Operations, and Marketing, you will help streamline the partner onboarding experience, implement regional market strategies and focus on the development of your team in their various stages of experience and development. This leadership position demands strong coaching instincts, robust business acumen, and a proactive approach to territory ownership that elevates collective performance across the sales organization.

Responsibilities

Lead, mentor, and develop a team of field sales professionals through regular performance evaluations, call reviews, and on-ground ride-alongs to cultivate talent and consistently achieve acquisition goals.
Strategize and manage territory allocations, including geographic distribution, target list construction, and account segmentation to maximize market opportunities and team efficiency.
Monitor and optimize sales pipeline health, accurate forecasting metrics, and commercial contract exceptions using customer relationship management systems to ensure sustainable revenue growth.
Collaborate with cross-functional stakeholders including Account Management, Sales Operations, Onboarding, RevStrat, Product, and Billing to resolve operational escalations and facilitate a seamless onboarding lifecycle for newly signed venues.
Formulate and execute comprehensive localized business plans and market priorities in alignment with regional directors to navigate competitive challenges effectively.
Drive the internal adoption of advanced sales enablement tools, technical workflows, and prospecting methodologies to continuously modernize and elevate the team's selling behaviors.
Position requires frequent evening events and networking representing OpenTable at Industry functions as well as at customer & prospect accounts generally.

Minimum Qualifications

3+ years of professional experience managing, coaching, and leading field sales teams within quota-driven B2B sales, software-as-a-service, or hospitality technology environments.
Deep understanding of restaurant operations, market economics, and the competitive landscape of online reservation or front-of-house table management systems.
Demonstrated proficiency using customer relationship management systems to conduct rigorous pipeline analysis, design sales forecasts, and manage territory data.
Experience managing commercial contract negotiations, structuring complex sales proposals, and balancing partner value with enterprise revenue objectives.
Strong written, verbal, and presentation communication skills with a proven track record of influencing cross-functional stakeholders and representing an organization to external business owners.
Candidates must reside in the NYC Metro area.

Preferred Qualifications

Prior individual contributor experience as an Account Executive within a top-tier dining, restaurant tech, or hospitality software platform.
Proven success leading sales organizations through significant periods of high growth, business restructuring, or product strategy shifts.
Experience implementing and training teams on modern sales engagement workflows, digital enablement tools, or advanced prospecting technologies.
Deep connections within NYC's restaurant and hospitality ecosystem, with a demonstrated ability to leverage relationships with restaurant owners, operators, and hospitality leaders to develop partnerships, generate opportunities, and drive business growth.
Experience within the restaurant or hospitality industry, particularly in roles involving team leadership, revenue ownership, and achieving business performance targets. Equivalent experience in sales, business development, or related commercial roles will also be considered.