Enterprise Account Manager

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.

Reporting to a district manager of sales and services heading up NA Enterprise, an AM on the team handles an elite portfolio of restaurant groups and strategic accounts. You assume responsibility for the restaurant and/or group relationship after the sale and installation is completed. You are charged with maintaining a high client retention rate by improving customer happiness and driving deep utilization of OpenTable services. You will dedicatedly engage in face-to-face meetings with decision makers to consultatively deliver business reviews, provide training and education related to using OpenTable software and online marketing exposure. 

The position will serve as trusted advisor and primary point of contact for critical issue resolution for their respective portfolio. As an authority of their respective territory, s/he will gather feedback from restaurants to drive feature and functionality requirements for product upgrades and will assist management in devising account management plans and strategies specific to assigned territory. OpenTable’s Sales and Restaurant Relations team is dedicated to improving restaurants’ revenue potential by utilizing 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. 

This role is fully remote, with a preference for candidates based in the West or Central time zones.

Responsibilities include: 

• Cultivate high-level relationships and act as trusted advisor for restaurant groups/ Strategic Accounts.

• Act as liaison between clients and relevant company departments to resolve issues.

• Lead client retention efforts and overcome strategic objections.

• Deliver customized product and service presentations, both in-person and online.

• Encourage and educate clients about industry trends and alternative business perspectives.

• Provide clients with valuable data and reports to optimize operations.

• Meet and exceed assigned monthly and quarterly retention and revenue goals.

• Ensure customer satisfaction through diligent follow-ups.

• Document client communications and provide productivity reports.

• Maintain a detailed understanding of the company's solutions.

• Provide market feedback to Product and Marketing teams.

• Assist Enterprise Account Executive and Inside Sales Rep as needed.

• Anticipate 30-50% travel depending on location.

About you:

• 8+ years in restaurant management or account management. (F&B Management experience within a hospitality group is preferred but not required)

• Proficient in consultative selling and understanding restaurant operations.

• Ability to work under pressure and meet ambitious goals.

• Proven capacity to reframe client's view of their business.

• Aptitude for data-driven business decisions.

• Strong cross-departmental teamwork and relationship-building skills.

• Excellent organizational and time management skills.

• Experience in an unstructured, entrepreneurial environment.

• Proficiency in CRM solutions like Salesforce is a plus.

• OpenTable software experience a plus

• 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. The range for this United States located role is $70,000-$78,000 USD.

We offer a competitive base salary 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 benefits. This role is eligible to be considered for an annual bonus.

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.