Enterprise Account Executive

Job Description

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.

As an Enterprise Account Executive (AE) on our North American Enterprise Team, you will play a critical role in driving the growth of OpenTable by acquiring large, national restaurant groups and enterprise clients. Your focus will be on expanding our presence among restaurant chains, large hospitality groups, and other multi-location restaurant enterprises. You’ll be responsible for managing the entire sales cycle, from prospecting through contract negotiations, while building lasting relationships that contribute to long-term success.

You will collaborate closely with our marketing, account management, and business development teams to develop strategies for upgrading and expanding existing clients while continually identifying new business opportunities.

Key Responsibilities:

• Identify, target, and develop a list of potential enterprise clients in your assigned territory.

• Build and maintain relationships with key decision-makers, including C-level executives.

• Collaborate with marketing on account-based marketing strategies to drive demand.

• Prospect new business opportunities and maintain a healthy sales pipeline through Salesforce CRM.

• Manage a complex sales cycle that involves multiple stakeholders and decision-makers.

• Conduct in-depth research and discovery to understand each client’s business needs.

• Lead product demonstrations and present customized solutions to prospective clients.

• Negotiate and close contracts with enterprise clients, including multi-location chains and large restaurant groups.

• Maintain strong, consultative relationships with restaurant and hospitality executives.

• Act as a trusted advisor to clients, guiding them on how OpenTable can enhance their operations and guest experiences.

• Collaborate with internal teams to ensure successful client onboarding and account expansion.

• Represent OpenTable at industry conferences, trade shows, and networking events to expand the enterprise client base.

• Stay informed of industry trends and restaurant group dynamics to provide insightful recommendations to clients.

Qualifications:

• Proven success in enterprise SaaS sales with a track record of exceeding sales targets.

• 3+ years of experience selling into enterprise clients, particularly with complex sales cycles involving multiple decision-makers.

• Strong understanding of the restaurant or hospitality industry is preferred.

• Excellent negotiation skills, with the ability to frame “win-win” scenarios.

• Proficient with CRM tools, especially Salesforce, for managing pipeline and tracking sales activities.

• Highly organized and detail-oriented with exceptional problem-solving skills.

• Ability to travel up to 40% for client meetings, events, and industry conferences.

• Franchise/Eatertainment experience preferred but not required.

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

• Competitive retirement and health plans

Note for MA applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

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 $140,000 - $150,000 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, 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.

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.