Account Executive

With millions of diners, tens of thousands of restaurants, and 23+ years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a unique insight into the world of hospitality. We champion restaurants, bars, wineries, and other venues around the world, helping them attract guests, manage capacity, improve operations and maximize revenue.

Every employee at OpenTable has a tangible impact on what we do and how we do it. You’ll also be part of a global network that includes OpenTable and KAYAK's portfolio of travel brands including Swoodoo, checkfelix, momondo, Cheapflights, Mundi and HotelsCombined.

Hospitality is all about taking care of others, and it defines our culture. You’ll work in a welcoming and inclusive environment, and get the benefits, flexibility, and support you need to succeed.
 
OpenTable is looking for a driven, motivated and results-focused Account Executive who can bring new restaurants onto the OpenTable dining network! 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.

Note: This is a field-based role selling prospects in the local area. Applicants must live in the Toronto area.

In this role, you will:

• 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. 

Travel: Travel as required to support sales activities and relationship building.

Please apply if:

• 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.
   

Benefits:

• Paid Time Off - 20 days a year
• Birthday/celebration PTO - 1 day
• Annual company weeks off
• Flexible sick time off
• Paid volunteer time
• Parental Leave Benefits
• Dental & Vision Insurance
• Life & Disability Insurance
• Group RRSP and DPSP
• Major Medical Insurance (dependent care options)
   

There are a variety of factors that go into determining a salary range, including but not limited to external market benchmark data, geographic location, and years of experience sought/required. On-target earnings range from $160,000 - $165,000 CAD annually through a combination of base salary and uncapped monthly sales incentives. The base salary range for this Canada located role is $65,000 - $70,000 CAD plus uncapped commission.

In addition to a competitive base salary and uncapped commission, roles are eligible for additional compensation and benefits including: health benefits; flexible spending account; retirement benefits; life insurance; paid time off (including PTO, paid sick leave, medical leave, bereavement leave, floating holidays and paid holidays); and parental leave and benefits.

Diversity, Equity, and Inclusion

OpenTable aspires to be a workplace that reflects the diverse communities we serve and a culture that is inclusive and welcoming. Hiring people with different backgrounds, experiences, perspectives, and ideas is critical to innovation and to how we deliver great experiences for our users and our partners. Representation matters.

We ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform job responsibilities, and to receive other benefits and privileges of employment. Please contact us to request accommodation.