Account Executive, OpenTable
More information about location
Online restaurant reservation service
Be an early applicant
Online restaurant reservation service
1001+ employees
Be an early applicant
More information about location
1001+ employees
Company mission
To bring together people and the restaurants they love in the moments that matter.
Role
Who you are
- We are looking for sales professionals who are passionate about the restaurant industry and want to feel good about the products they sell
- We work in a high-adrenaline, client-facing sales role requiring deep industry expertise, tried sales ability with a particular penchant for closing deals, and a broad base of industry contacts
- High-reaching, tenacious and results driven!
- Self-motivated and able to perform well under pressure and against ambitious goals and deadlines
- Skilled at presenting new points of view to customers that reframe and challenge the way they view their business
- Keenly supervises economic and industry drivers and understands its implications on the restaurant business, including identifying new business opportunities
- Knowledgeable about restaurants and is able to 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
- Curios about 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 highly preferred
- Attention to detail in administrative responsibilities. Expect 20-35% admin
- Capacity to grasp and learn sophisticated concepts quickly and independently
What the job involves
- Reporting to the District Manager of the region, this position is responsible for bringing new restaurants onto our dining network through a consultative sales approach
- As an Account Executive, we are the first point of contact that a restaurant has with OpenTable
- Because our Account Executives are so in tune with their local markets, OpenTable relies on this team to provide feedback to our Marketing and Product teams
- Therefore, those succeeding in this role will be involved with reciprocal, company-wide strategies on how to grow our business
- You will be joining a team solely focused on identifying and closing new business within a named territory!
- You understand and anticipate how decisions are made, and you will persistently explore and uncover the business needs of your key clients
- The Account Executive will act as a business leader, handle and own their book of business/territory, run business meetings with restaurant owners and operators, and close deals based on varying needs
- You will also work closely with your local Restaurant Relations Manager who handles customer relationships
- Together as a team, you will lead the success of your entire market
- Target, identify, and sell OpenTable products to restaurants
- Nurture and build upon existing high-level relationships 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 on-line demos of OpenTable products
- Educate operators about trends in the industry and offer rare insight
- Support customers to think differently about their business
- Develop and complete a strategic plan for the territory and build reliable forecasts
- Generate business plans to define your selling strategies and tactics
- Consistently over achieve monthly and quarterly acquisition and revenue targets
- Bring to bear your skills and your customers’ experience to continually evolve the sales process and our product for enabling it
- Listen to the needs of the market and share with the Product and Marketing teams
- Use Salesforce.com to run your territory, stay organized, forecast sales activity, and process contracts
- Understand and adapt to ongoing product and technology developments
Salary benchmarks
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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