Job Description

Account Manager, Hotels EMEA

Berlin, France (Remote, living in Berlin)

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 Role

As an Account Manager, Hotels, you will be the primary point of contact and a "trusted advisor" for an elite portfolio of hotel groups and strategic hotel accounts across the EMEA region. You will assume responsibility for these high-value relationships following the initial sale and installation, ensuring deep utilization of OpenTable’s best-in-class software solutions.

In this role, you will balance strategic account planning with hands-on execution. You are charged with maintaining high client retention rates, driving incremental revenue through upgrades and add-on sales, and consulting with C-suite stakeholders to align our technology with their business goals.

OpenTable’s Sales and Restaurant Relations team is dedicated to improving restaurants’ revenue potential by utilising best in brand front-of-house management and online reservation technology.

We are looking for people who are passionate about the restaurant industry and want to feel good about the products they sell and represent.

What You Will Do

• Drive Revenue & Retention: Meet and exceed assigned monthly and quarterly retention and revenue goals. You will be directly responsible for protecting our core revenue while identifying and closing opportunities to achieve a high ROI on your portfolio.
• Ensure Customer Success: Guarantee world-class customer satisfaction through diligent, proactive follow-ups. You will act as the bridge between the client’s operational needs and OpenTable’s technology, ensuring every hotel in your "bucket" is fully optimized and supported.
• Maintain Operational Excellence: Document all client communications and activities within CRM (Salesforce) to provide accurate productivity reports. You will use these insights to report on account health and progress toward KPIs to senior leadership.
• Subject Matter Expertise: Maintain a detailed, expert-level understanding of the company's full suite of solutions, including table management platforms and online marketing tools. You must be able to demonstrate how these tools solve complex C-suite challenges.
• Strategic Market Intelligence: Provide consistent market feedback to the Product and Marketing teams. You will act as the "Voice of the Customer," identifying trends and feature requirements from the field to influence our global product roadmap.
• Cross-Functional Collaboration: Assist Hotels Account Executives and Inside Sales Representatives as needed to ensure a seamless transition from "signed" to "live." You will support the broader sales ecosystem to accelerate revenue recognition and support new business rollouts.

About You

• Experience: 5+ years of Account Management or equivalent experience, ideally within a B2B SaaS or high-growth hospitality technology environment.
• Education & Skills: Proficiency in Google Suite and CRM solutions like Salesforce is preferred. You should be comfortable with AI fluency and its application in a professional setting.
• Communication: Outstanding negotiating and communication skills. Business-Fluent German is strongly preferred to support customers with clarity and cultural awareness.
• Analytical Mindset: An aptitude for data-driven business decisions and the ability to reframe a client's view of their business through insights and industry trends.
• Resilience: Proven ability to work under pressure, meet ambitious goals, and manage multiple priorities simultaneously.
• Travel & Flexibility: Anticipate 30-50% travel depending on location to engage in on-site client meetings, performance reviews, and industry events across the EMEA region.
• Passion: A genuine passion for the hospitality industry and technology; prior restaurant management or F&B sales experience is a significant plus.

Benefits and Perks

• 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 - 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

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 any reasonable adjustments 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.

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