Account Executive

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What Opentable is looking for in applicants

The Account Executive is responsible for bringing new restaurants onto the OpenTable dining network through a consultative sales approach within a revenue pod. Acting as a business leader and sales expert, they will handle and own their book of business/territory, run business meetings with restaurant owners and operators, and close deals based on varying needs.  

Job can be done in Nashville and New Orleans

Key Responsibilities and Duties:

  • Target, identify and sell OpenTable products to restaurants within an assigned territory

  • Nurture and build upon existing relationships with top and elite restaurants to serve as a trusted advisor to your market’s client base

  • Drive revenue by connecting with restaurateurs and building opportunities that will make all parties more successful

  • Present customized in-person and online demos of OpenTable products

  • Educate operators about trends in the industry and offer a rare insight

  • Challenge customers to think differently about their business

  • Develop and execute a strategic plan for the territory and build reliable forecasts

  • Strategically overcome objections and competition

  • Generate business plans to define your selling strategies and tactics

  • Consistently over achieve monthly and quarterly acquisition and revenue targets

  • Utilize your customers’ experience to continually evolve the sales process and our product

  • Provide and present customer feedback to the Product and Marketing teams

  • Utilize Salesforce to run your territory, stay organized, forecast sales activity, and process contracts

  • Understand and adapt to ongoing product and technology developments

  • Enhanced product knowledge

  • Expert knowledge of Thoughtspot and DAG tools

  • Involvement in counsels and or mentoring


  • High-reaching, tenacious, and results-driven

  • Self-motivated and able to perform well under pressure and against bold goals and deadlines

  • Skilled at presenting new points of view to customers that reframe and challenge the way they view their business

  • Track economic and industry drivers and understands their implications on the restaurant business, including identifying new business opportunities

  • Knowledgeable about restaurants and can demonstrate this to talk about customer issues from multiple dimensions

  • Excellent oral and written communication and presentation skills

  • Extraordinary ability to drive business value during sales engagements

  • Highly analytical with the ability to assess business opportunities and read prospective buyers

  • Aptitude for gathering and using data to inform decision-making and persuade others

  • Capable of developing compelling strategies that deliver results

  • Strong negotiating skills

  • Restaurant management and/or sales experience is highly preferred

  • Attention to detail in administrative responsibilities. Expect 20-35% admin

  • Strong PC skills and overall technically savvy

  • Capacity to grasp and learn complex concepts quickly and independently

  • Proficient in Word, PowerPoint, and Excel

  • 2 plus years of experience in the sales and restaurant industry

This role may require to travel up to 45% within the local area. If remote, travel will not be required.

Want some tips on how to get an interview at Opentable?

What is Opentable looking for?
If this role looks interesting to you, a great first step is to understand what excites you about the team, product or mission. Take your time thinking about this and then tell the team! Get in touch and communicate that passion.
What are interviews for Account Executive like?
Interview processes vary by company, role and team. The best plan is to see what others have experienced and then plan accordingly.
How to land an interview at Account Executive?
A great first step is organizing your path to an offer. Check out Kiter for tools to get started!