Account Executive

Summary

Join OpenTable, a leading hospitality technology company, as an Account Executive! In this remote role (with up to 60% domestic travel), you will be responsible for acquiring new restaurant clients by selling OpenTable's products through a consultative sales approach. You will cultivate relationships, provide product demos, drive revenue, and educate restaurant operators. Success requires strong B2B sales experience, excellent communication and negotiation skills, and proficiency in using data and analytics. OpenTable offers a welcoming and inclusive environment with competitive benefits, including generous vacation time, health and life insurance, and opportunities for professional growth.

Requirements

• 5+ years of proven experience in B2B 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
• 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
• Enjoy using data and analytics to advise 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
• Insightful, 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
• Native French speaker and proficient in English

Responsibilities

• Target, identify and approach prospective restaurant customers within an assigned territory, with the aim of selling OpenTable products
• Cultivate 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 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

Preferred Qualifications

Restaurant management and/or sales experience in the food and beverage industry

Benefits

• Vacation: you accrue 25 days a year + RTTs
• Wedding days: 4 days off for your own wedding and 1 day for your child’s wedding
• Health and Life Insurance Scheme with Malakoff Humanis
• Occupational Health Service with the occupational health provider of your region