Enterprise Account Executive

Summary

Join OpenTable's North American Enterprise Team as an Enterprise Account Executive and significantly contribute to the company's growth by acquiring large restaurant groups and enterprise clients. You will lead the entire sales cycle, from prospecting to contract negotiation, building strong relationships with key decision-makers. Collaborate with internal teams to develop strategies, ensure successful client onboarding, and identify new business opportunities. This role requires experience in enterprise SaaS sales, a proven track record of exceeding targets, and strong negotiation skills. OpenTable offers a welcoming and inclusive environment with various benefits, including generous paid time off, company-matched retirement plans, flexible work arrangements, and comprehensive health insurance.

Requirements

• Experience in enterprise SaaS sales with a track record of exceeding sales targets
• Proven experience selling into enterprise clients, particularly with sophisticated sales cycles involving multiple decision-makers
• Excellent negotiation skills
• Proficient with CRM tools, especially Salesforce, for handling pipeline and supervising sales activities
• Highly organized and detailed with outstanding problem-solving skills
• Ability to travel up to 40% for client meetings, events, and industry conferences. Must live within 30 miles of an international airport

Responsibilities

• Identify, target, and develop a list of potential enterprise clients in your assigned territory
• Build and maintain relationships with key decision-makers, including C-level executives
• Collaborate with marketing on account-based marketing strategies to drive demand
• Prospect new business opportunities and maintain a healthy sales pipeline through Salesforce CRM
• Lead a sophisticated sales cycle that involves multiple collaborators and decision-makers
• Conduct in-depth research and discovery to understand each client’s business needs
• Lead product demonstrations and present customized solutions to prospective clients
• Negotiate and close contracts with enterprise clients, including multi-location chains and large restaurant groups
• Maintain strong, consultative relationships with restaurant and hospitality executives
• Act as a trusted advisor to clients, guiding them on how OpenTable can improve their operations and guest experiences
• Collaborate with internal teams to ensure successful client onboarding and account expansion
• Represent OpenTable at industry conferences, trade shows, and events to expand the enterprise client base
• Stay informed of industry trends and restaurant group dynamics to provide insightful recommendations to clients

Preferred Qualifications

• Strong understanding of the restaurant or hospitality industry
• Strategic & Key Accounts experience

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
• 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