Account Executive - South West UK

With millions of diners, 60,000+ restaurant partners and 25+ years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a passion for helping restaurants thrive. Our world-class technology empowers restaurants to focus on what matters most – their team, their guests, and their bottom line – while enabling diners to discover and book the perfect restaurant for every occasion. 

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 team and its portfolio of metasearch brands. Hospitality is all about taking care of others, and it defines our culture.

About Our Role

Reporting to the District Manager of the region, this position is responsible for bringing new restaurants onto our dining network through a consultative sales approach. As an Account Executive, we are the first point of contact that a restaurant has with OpenTable. Because our Account Executives are so in tune with their local markets, OpenTable relies on this team to provide feedback to our Marketing and Product teams. Therefore, those succeeding in this role will be involved with reciprocal, company-wide strategies on how to grow our business.

OpenTable’s Account Executive team is dedicated to improving restaurants’ revenue potential by utilizing best in brand front-of-house management and online reservation technology. We are looking for sales professionals who are passionate about the restaurant industry and want to feel good about the products they sell. We work in a high-adrenaline, client-facing sales role requiring deep industry expertise, tried sales ability with a particular penchant for closing deals, and a broad base of industry contacts. 

Primary Objectives

We sell our core products to restaurateurs whose businesses are not on the OpenTable network. You will be joining a team solely focused on identifying and closing new business within a named territory. You understand and anticipate how decisions are made, and you will persistently explore and uncover the business needs of your key clients. The Account Executive will act as a business leader, handle and own their book of business/territory, run business meetings with restaurant owners and operators, and complete sales cycles based on varying needs. You will also work closely with your local Restaurant Relations Manager who handles customer relationships. Together as a team, you will lead the success of your entire market.

Responsibilities

• Target, identify, and sell OpenTable products to restaurants

• Nurture and build upon existing high-level relationships to serve as a trusted advisor to your market’s client base

• Drive revenue by connecting with restaurateurs and building opportunities that will make all parties more successful

• Present customized in-person and on-line demos of OpenTable products

• Educate operators about trends in the industry and offer rare insight

• Support customers to think differently about their business

• Develop and execute on a strategic plan for the territory and build reliable forecasts

• Strategically overcome objections and competition

• Generate business plans to define your selling strategies and tactics

• Consistently over achieve monthly and quarterly acquisition and revenue targets

• Bring to bear your skills and your customers’ experience to continually evolve the sales process and our product for enabling it

• Listen to the needs of the market and share with the Product and Marketing teams

• Utilize Salesforce.com to run your territory, stay organized, forecast sales activity, and process contracts

• Understand and adapt to ongoing product and technology developments.

• Anticipate 30-50% travel depending on the local market

About You

• Ambitious, tenacious and results driven

• Self-motivated and able to perform well under pressure and against bold goals and deadlines

• Skilled at presenting new points of view to customers that reframe and challenge the way they view their business

• Keenly tracks economic and industry drivers and understands its implications on the restaurant business, including identifying new business opportunities

• Knowledgeable about restaurants and is able to demonstrate this to talk about customer issues from multiple dimensions

• Excellent oral and written communication and presentation skills

• Extraordinary ability to drive business value during sales engagements

• Highly analytical with the ability to assess business opportunities and read prospective buyers

• Aptitude for gathering and using data to inform decision-making and persuade others

• Capable of developing compelling strategies that deliver results.

• Strong negotiating skills

Benefits and Perks

• Work from (almost) anywhere for up to 20 days per year

• Focus on mental health and well-being:

  • Company-paid therapy sessions through SpringHealth

  • Company-paid subscription to Headspace

  • Annual company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!)

• Paid parental leave

• Generous paid vacation + time off for your birthday

• Paid volunteer time

• Focus on your career growth:

  • Development Dollars

  • Leadership development

  • Access to thousands of on-demand e-learnings

• Travel Discounts

• Employee Resource Groups

• 5 weeks paid vacation

• Private health & dental insurance

• Income protection and life assurance

• Employee Assistance Program - including 24/7 GP & free legal advice

• Pension plan contributions

• Discounted gym membership

• Bike2Work

• Season ticket loan

• Social events & Thursday happy hours

• Free lunch 2 days per week

• Restaurant management and/or sales experience highly preferred

• Attention to detail in administrative responsibilities. Expect 20-35% admin

• Strong PC skills and overall technically savvy

• Capacity to grasp and learn complex concepts quickly and independently

• Proficient in Word, PowerPoint, and Excel

Work Environment & Flexibility

At OpenTable, we pride ourselves on fostering a global and dynamic work environment. As a team member with us, you will benefit from a schedule tailored to accommodate a global workforce operating across multiple time zones. While the majority of your responsibilities may align with conventional business hours, there will be instances where you are expected to manage communications - via calls, Slack messages, or emails - outside of regular working hours to effectively collaborate with international colleagues, respond to restaurant partners, and/or address urgent matters. OpenTable will always abide by and consider local laws and regulations.

Inclusion

We’re committed to creating a workplace where everyone feels they belong and can thrive. We know the best ideas come when we bring different voices to the table, so we're building a team as dynamic as the diners and restaurants we serve—and fostering a culture where everyone feels welcome to be themselves.

If you need accommodations during the application or interview process, or on the job, we’re here to support you. Please reach out to your recruiter to request any accommodations.