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.

About the Job

As an Account Executive at OpenTable, you will be the driving force behind expanding our restaurant network in the vibrant Hawaii, Utah and New Mexico markets. You will act as a strategic business leader and sales expert, identifying and partnering with top-tier restaurants to help them thrive using our industry-leading hospitality technology. By consulting with owners and operators, you will directly impact the growth of local dining ecosystems and empower venues to maximize their revenue and operational efficiency. Your passion for the hospitality industry will be central to building lasting relationships and establishing yourself as a trusted advisor within these key territories.

Responsibilities

• Drive growth by identifying, targeting, and acquiring new restaurant partners within the assigned Hawaii, Utah and New Mexico territories.
• Act as a strategic advisor to restaurant operators, educating them on industry trends and reframing their business challenges through data-driven insights.
• Develop and execute comprehensive territory business plans to consistently exceed monthly and quarterly acquisition and revenue targets.
• Nurture long-term relationships with elite restaurant partners to serve as a trusted industry expert and advocate for OpenTable’s value proposition.
• Manage the full sales lifecycle—from initial outreach to contract execution—utilizing Salesforce to maintain accurate forecasts and organized workflows.
• Overcome competitive challenges and objections by presenting innovative solutions tailored to the unique needs of diverse hospitality venues.

Minimum Qualifications

• 2+ years of professional sales experience, preferably within a high-growth or technology-driven environment.
• Ability to be based in the Hawaii, Utah or New Mexico markets or remotely in PST or MST with access to a major airport with a willingness to travel regularly (minimum 1 trip/month) between both locations.
• Demonstrated track record of meeting or exceeding performance goals and revenue targets in a result-oriented role.
• Strong analytical and negotiation skills with the ability to assess business opportunities and communicate complex value propositions.
• Self-motivated with the capacity to perform effectively under pressure and manage a high-volume book of business independently.

Preferred Qualifications

• Direct experience working within or selling to the hospitality and restaurant industry.
• Hands-on proficiency with Salesforce.com or similar CRM platforms for pipeline management and forecasting.
• Expertise in consultative selling techniques and the ability to challenge conventional business methods.
• Deep knowledge of local economic and industry drivers within the Hawaii, Utah and New Mexico hospitality markets.
• Exceptional presentation skills with the ability to influence senior decision-makers and restaurant owners.

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 $130,000-$140,000 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.

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.