Account Executive

About the role

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.

Requirements

• 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.

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.
• Must have a valid driver’s license and reliable access to a vehicle, as this role requires travel throughout the assigned territory.

Benefits

• 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
  • Competitive retirement and health plans

Pay

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 $137,000 - $147,000 USD annually through a combination of base salary and uncapped monthly sales incentives. The base salary range for this United States located role is $60,000 - $65,000 USD plus uncapped commission. In addition to a competitive base salary, roles are eligible for additional compensation and benefits including: commission-based compensation; 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.

Schedule

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