Account Executive

Summary

Join a dynamic team at OpenTable as an Account Executive, where you'll play a key role in bringing new restaurants onto our dining network through consultative sales. With millions of diners and 23+ years of experience, we're an industry leader with a unique insight into the world of hospitality.

Requirements

• 5+ years of experience in B2B Enterprise sales
• High-reaching, tenacious and goal-oriented professional; always taking the lead, placing importance on outbound activities and being professionally persistent
• Well-honed discovery skills; asking questions and relating concepts to your prospects in impactful ways
• Passionate about hospitality and technology. Restaurant management and/or sales experience in the food and beverage industry is strongly preferred but not essential
• Skilled at communicating new points of view to customers that reframe and challenge the way they view their business
• Outstanding negotiating skills that help drive business value during sales engagements
• Passionate about using data and analytics to inform decision-making and build business reasons
• Strong time management and presentation skills and are comfortable with administrative tasks
• Proficient in the use of Google Suite and Salesforce CRM
• Empathetic, team-orientated sales person who loves to collaborate and grow through learning and feedback as much as you love to close a deal
• Ability to work in an unstructured and forward-thinking environment
• College degree required

Responsibilities

• Target, identify and approach prospective restaurant customers within an assigned territory, with the aim of selling OpenTable products
• Nurture and build upon existing relationships with top and elite restaurants to serve as a trusted adviser to your market’s client base
• Provide high-quality, data-driven in-person and online demos of OpenTable products that are customized for each partner to determine solution needs
• Drive revenue by connecting with restaurateurs and building opportunities that will make all parties more successful
• Educate operators about trends in the industry and offer rare insights
• Challenge customers to think differently about their business
• Generate business and strategic plans to define your selling strategies and tactics
• Strategically overcome objections and competition
• Consistently over achieve monthly and quarterly acquisition and revenue targets
• Utilise your customers’ experience and insights to continually evolve the sales process and our product
• Provide and present customer feedback to the Product and Marketing teams
• Utilise Salesforce to run your territory, stay organised, forecast sales activity, and process contracts
• Enhanced product knowledge and expert data tools knowledge (such as Preset)
• Be visible in and amongst the hospitality industry through networking, events and consistent engagement
• Cross-collaborate with AEs from other markets, model a “win as one” mindset

Benefits

• Work from (almost) anywhere; wherever you do your best work
• Annual Health and Wellness Reimbursement
• 1 floating day off per year to celebrate your birthday or another occasion of your choice!
• Company-wide weeks off each year: the whole team recharges (and returns without a pile-up of work!)
• Paid volunteer time
• Learning and Development opportunities
• Universal Paid Parental leave