Field Sales Account Executive

With millions of diners, tens of thousands of restaurants, and 25 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.

In this role, you will: 

The Account Executive is responsible for consulting and selling OpenTable products to restaurants, with a focus on bringing new restaurants onto the OpenTable dining network. Acting as a business leader and sales expert, they will handle and own their book of business/territory.

This individual will proactively target and identify restaurants within an assigned territory, develop strategic plans, implement outreach, conduct business meetings with restaurant owners/operators, and close deals based on varying needs.

This individual must love restaurants and be interested in being “out and about” to stay current with the hospitality industry and players in Seattle; building relationships and making themselves a true part of the industry, not just a salesperson. 

*** This role is responsible for Seattle and the surrounding areas, will be a field sales role, and must have a vehicle. ***

Key Responsibilities and Duties:

• Target, identify and sell OpenTable products to restaurants within an assigned territory
• Cultivate and build upon existing relationships with top and elite restaurants 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 online demos of OpenTable products
• Educate operators about trends in the industry and offer a rare insight
• Challenge customers to think differently about their business
• Develop and implement 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
• Apply your customers’ experience to continually evolve the sales process and our product
• Provide and present customer feedback to the Product and Marketing teams
• Use Salesforce to run your territory, stay organized, forecast sales activity, and process contracts
• Understand and adapt to ongoing product and technology developments
• Enhanced product knowledge
• Knowledge of Thoughtspot and DAG or equivalent experience
• Involvement in counsels and or mentoring

Please apply if you are:

• High-reaching, tenacious, and results-driven
• Self-motivated and able to perform well under pressure and against bold goals and deadlines
• Skilled at communicating new points of view to customers that reframe and challenge the way they view their business
• Supervise economic and industry drivers and understands their implications on the restaurant business, including identifying new business opportunities
• Knowledgeable about restaurants and can demonstrate this to talk about customer issues from multiple dimensions
• Excellent oral and written communication and presentation skills
• Outstanding 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 advise decision-making and persuade others
• Capable of developing compelling strategies that deliver results
• Strong negotiating skills
• Restaurant management and/or sales experience is highly preferred
• Attention to detail in administrative responsibilities. Expect 20-35% admin
• Strong PC skills and overall technically savvy
• Capacity to grasp and learn sophisticated concepts quickly and independently
• Proficient in Word, PowerPoint, and Excel
• 2 plus years of experience in the sales and restaurant industry

A few of the benefits you get at OpenTable—

• Generous paid vacation
• Day off on your birthday
• Company matched retirement plans
• Health, dental and vision insurance plans
• Flexible Spending Accounts
• Headspace Subscription
• Drinks, coffee, snacks, games
• Flexible hours
• Universal Paid Parental leave

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 $155,000 - $160,000 USD annually through a combination of base salary and uncapped monthly sales incentives. The base salary range for this United States located role is $55,000 - $65,000 USD 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 and Inclusion

We aspire to have a workplace that reflects all of the diverse communities we serve. We know that when we have diverse teams we produce more creative ideas, products, and better outcomes for our team members. OpenTable/KAYAK is proud to be an Equal Opportunity Employer, and we welcome and encourage candidates from all backgrounds and experiences to apply for roles on our team. Whoever you are, just be you.

We will 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.