Account Executive, OpenTable
$155-160k
OTE
$55-65k
BASE
Online restaurant reservation service
Be an early applicant
Online restaurant reservation service
1001+ employees
Be an early applicant
$155-160k
OTE
$55-65k
BASE
1001+ employees
Company mission
To bring together people and the restaurants they love in the moments that matter.
Role
Who you are
- High-reaching, tenacious, and results-driven
- Self-motivated and able to perform well under pressure and against bold goals and deadlines
- Skilled at communicating new points of view to customers that reframe and challenge the way they view their business
- Supervise economic and industry drivers and understands their implications on the restaurant business, including identifying new business opportunities
- Knowledgeable about restaurants and can demonstrate this to talk about customer issues from multiple dimensions
- Excellent oral and written communication and presentation skills
- Outstanding ability to drive business value during sales engagements
- Highly analytical with the ability to assess business opportunities and read prospective buyers
- Aptitude for gathering and using data to advise decision-making and persuade others
- Capable of developing compelling strategies that deliver results
- Strong negotiating skills
- Restaurant management and/or sales experience is highly preferred
- Attention to detail in administrative responsibilities. Expect 20-35% admin
- Strong PC skills and overall technically savvy
- Capacity to grasp and learn sophisticated concepts quickly and independently
- Proficient in Word, PowerPoint, and Excel
- 2 plus years of experience in the sales and restaurant industry
What the job involves
- The Account Executive is responsible for bringing new restaurants onto the OpenTable dining network through a consultative sales approach within a revenue pod.
- Acting as a business leader and sales authority, they will handle and own their book of business/territory, run business meetings with restaurant owners and operators, and close deals based on varying needs
- This role is responsible for all of Queens, the Bronx, and the UES of Manhattan, and must live within easy access with a car
- Target, identify and sell OpenTable products to restaurants within an assigned territory
- Cultivate and build upon existing relationships with top and elite restaurants to serve as a trusted advisor to your market’s client base
- Drive revenue by connecting with restaurateurs and building opportunities that will make all parties more successful
- Present customized in-person and online demos of OpenTable products
- Educate operators about trends in the industry and offer a rare insight
- Challenge customers to think differently about their business
- Develop and implement a strategic plan for the territory and build reliable forecasts
- Strategically overcome objections and competition
- Generate business plans to define your selling strategies and tactics
- Consistently over achieve monthly and quarterly acquisition and revenue targets
- Apply your customers’ experience to continually evolve the sales process and our product
- Provide and present customer feedback to the Product and Marketing teams
- Use Salesforce to run your territory, stay organized, forecast sales activity, and process contracts
- Understand and adapt to ongoing product and technology developments
- Enhanced product knowledge
- Knowledge of Thoughtspot and DAG or equivalent experience
- Involvement in counsels and or mentoring
Our take
OpenTable was one of the earliest innovators in the online reservation space, setting up shop in 1998 as a tool to enable restaurants to take bookings online. Rather than charging consumers for the service, OpenTable generates revenue via a monthly subscription and reservation fee from businesses.
Today, the platform is used by tens of thousands of restaurants around the world and seats over 1 billion diners per year. The company was acquired by Booking Holdings – the world's largest travel company – for $2.6 billion in 2014, and remains a subsidiary of the group to this day.
OpenTable is the dominant player in the restaurant reservation software category, with an impressive 45% market share, but does face increasing competition from platforms like Resy, Tock, TableAgent, and many more. Nonetheless, this market leader has garnered an impressive reputation, and there is nothing to say it won't hold on to the dominance it has earned into the future.
Freddie
Company Specialist
Insights
Few candidates hear
back within 2 weeks
4% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Oct 2000
$36m
SERIES C
Jan 2000
$10m
SERIES B
Total funding: $48.2m
Company benefits
- Work from (almost) anywhere - wherever you do your best work
- Mental health and well-being - company-paid therapy sessions through SpringHealth, company-paid subscription to HeadSpace, and company-wide weeks off a year so the whole team can recharge
- Generous parental leave
- Generous paid vacation + time off for your birthday
- Paid volunteer time
- Enriched learning and development opportunities - leadership development & access to thousands of on-demand e-learnings
Company HQ
Union Square, San Francisco, CA
Articles
Leadership
Debby Soo
(CEO, not founder)After graduating from Stanford with a liberal arts major, Debby started their career in investment banking. Thereafter they worked in Google’s Strategic Partnerships Group and then spent a decade at KAYAK, eventually becoming CCO.
People progressing
Joined as a Project Coordinator. Promoted to Lead Project Coordinator after 2 years. Then promoted again to Project Coordinator Manager after 2 years. Now is Director of Global Sales & Services.
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