Account Executive

About OpenTable

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

You will work closely with Account Managers and Account Executives to bring new restaurants onto the OpenTable network through a consultative sales approach. You are the first point of contact for restaurants in your territory. This role requires residency in Seattle.

Account Executives stay closely connected to their local markets. Your insights inform Product and Marketing teams and shape broader sales and growth strategies across the company.

The OpenTable Account Executive team focuses on improving restaurant revenue through best-in-class front-of-house management and online reservation technology. This role suits sales professionals who care about the restaurant industry and take pride in the products they represent. The work is fast-paced, client-facing, and outcome-driven, with a strong emphasis on closing, territory ownership, and relationship building.

Responsibilities

•  Prospect, target, and acquire new restaurant partners across Washington

• Build and maintain trusted advisor relationships with restaurateurs

• Drive revenue through thoughtful discovery and solution-based selling

• Deliver customized in-person and virtual product demos

• Educate operators on industry trends and operational best practices

• Help restaurants rethink how they attract, manage, and retain guests

• Develop and execute a strategic territory plan with accurate forecasting

• Address objections and compete effectively in head-to-head sales cycles

• Create business plans outlining selling strategies and tactics

• Consistently exceed monthly and quarterly acquisition and revenue targets

• Share market feedback to influence product and marketing direction

• Manage pipeline, forecasting, and contracts in Salesforce

• Stay current on product updates and technology changes

Required Qualifications

• Must reside in Seattle

• Results-driven with strong persistence and accountability

• Comfortable working toward ambitious goals in a deadline-driven environment

• Skilled at reframing customer thinking through strong discovery and insight

• Deep interest in restaurant economics and industry trends

• Strong verbal, written, and presentation skills

• Proven ability to drive clear business value in sales conversations

• Data-oriented with strong judgment on buyer intent and opportunity quality

• Confident negotiator with sound commercial instincts

• Restaurant management or restaurant-focused sales experience preferred

• Strong attention to detail and comfort with 20 to 35 percent administrative work

• Technically capable and quick to learn new systems

• Proficient in Word, PowerPoint, Excel, and Google Workspace

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

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 $155,000-$160,000 USD annually through a combination of base salary and uncapped monthly sales incentives. The base salary range for this United States located role is $60,000-$65,000 USD plus uncapped commission.

In addition to a competitive base salary, roles are eligible for additional compensation and benefits including: 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.