Account Executive

About the company

OpenTable, part of Booking Holdings, serves millions of diners and more than 60,000 restaurant partners, backed by over 25 years of experience in helping restaurants grow. Its technology supports restaurants in managing operations, serving guests better, and improving revenue, while also helping diners discover and reserve restaurants for every kind of occasion.

Employees at OpenTable contribute directly to the company’s products, processes, and results. The organization operates as a global team within a broader portfolio of metasearch brands, and its culture is grounded in hospitality and care for others.

Role overview

This position is responsible for growing OpenTable’s restaurant partner network across Hawaii, Utah, and New Mexico. The Account Executive will operate as both a sales specialist and a strategic advisor, working with restaurant owners and operators to introduce hospitality technology solutions that strengthen revenue, efficiency, and overall business performance.

The role is suited to someone who enjoys relationship-led selling, understands the restaurant space, and can build trust with decision-makers across these markets.

Key responsibilities

• Find, target, and win new restaurant partners in the assigned Hawaii, Utah, and New Mexico territories.
• Guide restaurant operators by sharing market insight, industry trends, and data-backed recommendations.
• Create and run territory plans designed to meet and exceed monthly and quarterly acquisition and revenue goals.
• Build durable relationships with premium restaurant partners while representing OpenTable’s value clearly and convincingly.
• Handle the complete sales process, from first contact through contract signing, and keep pipeline records and forecasts updated in Salesforce.
• Address objections and competition by proposing tailored solutions for different hospitality businesses.

Requirements

• At least 2 years of professional sales experience, ideally in a fast-moving or technology-focused environment.
• Must be based in Hawaii, Utah, or New Mexico, or work remotely from PST or MST with access to a major airport and a willingness to travel at least once per month between locations.
• Proven history of achieving or surpassing performance goals and revenue targets.
• Strong analytical thinking and negotiation ability, along with comfort explaining complex value propositions.
• Self-driven and able to work independently under pressure while managing a large portfolio of accounts.
• Preferred: experience selling to, or working in, the hospitality or restaurant industry.
• Preferred: practical experience with Salesforce.com or similar CRM tools for pipeline management and forecasting.
• Preferred: consultative selling skills and the ability to challenge traditional business approaches.
• Preferred: knowledge of economic and industry conditions in the Hawaii, Utah, and New Mexico hospitality markets.
• Preferred: strong presentation skills and the ability to influence senior stakeholders and restaurant owners.

Benefits and perks

• Work from nearly anywhere for up to 20 days each year.
• Company-funded therapy sessions through SpringHealth.
• Company-funded Headspace membership.
• One company-wide week off every year so the team can fully disconnect.
• Paid parental leave.
• Generous vacation time plus a day off for your birthday.
• Paid volunteer time.
• Career development support, including Development Dollars and leadership training.
• Access to thousands of on-demand learning modules.
• Travel discounts.
• Employee resource groups.
• Competitive retirement and health coverage.
• Additional compensation and benefits may include commission-based pay, health benefits, flexible spending account, retirement benefits, life insurance, paid time off, sick leave, medical leave, bereavement leave, floating holidays, paid holidays, and parental leave.

Compensation

The target annual earnings are estimated at $130,000 to $140,000 USD, combining base salary and uncapped monthly sales incentives. For U.S.-based hires, the base salary range is $55,000 to $65,000 USD, plus uncapped commission.

Work environment and flexibility

This role is part of a global organization that works across multiple time zones. While most work will align with standard business hours, there may be times when calls, Slack messages, or emails must be handled outside normal hours to support global teammates, restaurant partners, or urgent issues. Local labor laws and regulations will always be observed.

Inclusion and accommodations

OpenTable is committed to creating an environment where people feel welcomed, respected, and able to do their best work. The company values diverse perspectives and aims to reflect the variety of diners and restaurants it serves. If accommodations are needed during the application process, interview process, or in the job itself, candidates should contact their recruiter.

Additional information

For Massachusetts applicants: it is illegal in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. Any employer that violates this law may face criminal penalties and civil liability.