Account Executive

With millions of diners, 70,000+ 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 the Job

As an Account Executive at OpenTable, you will drive the growth of our dining network by identifying, consulting, and onboarding new restaurant partners within your assigned territory. Operating as a business leader and trusted advisor, you will engage restaurant owners and operators to demonstrate how our platform optimizes operations, elevates guest experiences, and maximizes revenue.

In this role, you will manage the full sales cycle, from prospecting to closing, while leveraging local market insights to inform company-wide product and marketing strategies. Your efforts will directly empower hospitality businesses to thrive in an evolving industry.

This territory is Eastern Massachusetts with a preference for someone living within a 30 minute drive of Boston.

Responsibilities

• Proactively prospect, qualify, and close new restaurant business within an assigned territory to consistently meet or exceed monthly and quarterly acquisition goals.
• Execute a structured, consultative sales process—including discovery, customized solution-based demonstrations, and multi-threaded stakeholder management—to reframe perspectives and overcome objections.
• Develop and execute a strategic territory business plan, utilizing Salesforce to maintain CRM hygiene, manage activity tracking, and generate accurate pipeline forecasts.
• Build and strengthen high-level relationships with prospective and existing clients, serving as a trusted advisor on industry trends, operational challenges, and growth opportunities.
• Collaborate cross-functionally with Product, Marketing, and regional team members to share market feedback, contribute to sales strategies, and optimize product adoption.
• Manage full book-of-business ownership with self-direction, executing sales targets with precision while effectively navigating competitive landscapes.

Minimum Qualifications

• 5+ years of professional sales experience consistently meeting or exceeding performance quotas, or an equivalent combination of sales and hospitality management experience.
• Proven track record in quota-carrying environments, demonstrating expertise in full-lifecycle sales, objection handling, and deal closure.
• Proficiency with CRM platforms (such as Salesforce) for pipeline management, forecasting, and administrative tracking.
• Strong written, verbal, and presentation skills with the ability to convey complex value propositions to business owners and key stakeholders.
• Ability to travel locally within the assigned territory to conduct in-person client meetings and customized product demonstrations.
• This is a field sales position with +50% of your time spent in the market.

Preferred Qualifications

• Mastery of modern, structured sales methodologies (such as MEDDIC, Challenger Sale, or Value Selling).
• Direct SaaS or technology sales experience within the hospitality, restaurant, or software industries.
• Deep understanding of core restaurant industry drivers, operational challenges, and market dynamics.
• Demonstrated coachability, active learning agility, and continuous personal or professional development.
• Strong technical proficiency with business productivity software (including Microsoft Office Suite or Google Workspace).