Account Executive

Summary

Join OpenTable, a leading hospitality technology company, as a Hotel Account Executive! You will be responsible for acquiring new hotel restaurants for the OpenTable network through consultative sales. This role requires strong B2B sales experience, a passion for hospitality, and excellent communication and negotiation skills. You will develop strategic plans, manage accounts, and meet sales targets. OpenTable offers a competitive salary, generous benefits, and a flexible work environment. If you are a self-motivated sales professional with a proven track record, we encourage you to apply!

Requirements

• 5+ years of experience in B2B sales
• A passion for hospitality and strong understanding of the hotel segment
• Experience working in the hotel or hospitality segment
• Well-honed discovery skills; asking questions and relating concepts to your prospects in impactful ways
• Outstanding negotiating skills that help drive business value during sales engagements
• Self-motivated and able to perform well under pressure and against ambitious goals and deadlines
• Skilled at communicating new points of view to customers that reframe and challenge the way they view their business
• A track record of owning and driving critical initiatives to meet pre-set objectives
• Passionate about using data and analytics to make educated decision-making and build cases
• Strong time management and presentation skills including administrative tasks
• Knowledge of Google Suite, Microsoft Office and Salesforce CRM
• Ability to work in an unstructured and forward-thinking environment

Responsibilities

• Target, identify and sell OpenTable products to Hotel restaurants across an assigned account portfolio within the Americas
• Provide high-quality, data-driven product and service presentations (both in person and online) that are customized for each partner to determine solution needs
• Challenge customers to think differently about their business, educate prospects and existing customers about industry trends
• Develop and complete a strategic plan for the segment and build reliable forecasts
• Navigate complex decision making and procurement processes to identify appropriate stakeholders, including C-suite, customer tech teams and F&B operations staff
• Manage multiple internal and external partners to tackle problems and achieve results, ranging from restaurant managers to software product managers
• Consistently meet and exceed monthly and quarterly acquisition and revenue targets
• Provide and present customer feedback to the Product and Marketing teams
• Apply Salesforce to lead your territory, stay organized, forecast sales activity, and process contracts
• Understand and adapt to ongoing product and technology developments within the hotel and restaurant industry
• Travel domestically approximately 20% of the time

Benefits

• Generous paid vacation
• Day off on your birthday
• Company-matched retirement plans
• Company-wide week off each year
• Work from (almost) anywhere policy
• Health, dental, and vision insurance plans
• Flexible Spending Accounts
• Headspace Subscription
• Company-paid therapy sessions through SpringHealth
• Paid Volunteer Time
• Universal Paid Parental Leave
• Annual cash bonus
• 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)
• Parental leave and benefits