Account Executive

OpenTable • Boston, MA

13d • Remote

About The Position

OpenTable, part of Booking Holdings, is an industry leader that helps restaurants thrive through technology for restaurant operations and diner discovery. The Account Executive will drive growth of OpenTable’s dining network by identifying, consulting with, and onboarding new restaurant partners in an assigned territory. The role acts as a business leader and trusted advisor, showing restaurant owners and operators how the platform can optimize operations, improve guest experiences, and increase revenue. The position manages the full sales cycle from prospecting through closing and uses local market insights to inform company-wide product and marketing strategies.

The territory is Eastern Massachusetts, with a preference for someone living within a 30-minute drive of Boston. This is a field sales role, with more than 50% of time spent in the market and local travel for in-person meetings and product demonstrations. The role entails managing a book of business independently and meeting acquisition goals. The work schedule is tailored to a global workforce; although responsibilities will mostly align with conventional business hours, communications outside regular hours may be needed to collaborate with international colleagues, respond to restaurant partners, or address urgent matters.

Requirements

• At least 5 years of professional sales experience consistently meeting or exceeding quotas, or an equivalent combination of sales and hospitality management experience.
• Proven success in quota-carrying environments, with expertise in full-lifecycle sales, objection handling, and deal closure.
• Proficiency with CRM platforms such as Salesforce for pipeline management, forecasting, and administrative tracking.
• Strong written, verbal, and presentation skills, including the ability to explain complex value propositions to business owners and stakeholders.
• Ability to travel locally within the assigned territory for in-person meetings and customized product demonstrations.
• Ability to spend more than 50% of working time in the market.

Nice To Haves

• Mastery of structured sales methodologies such as MEDDIC, Challenger Sale, or Value Selling.
• Direct SaaS or technology sales experience in the hospitality, restaurant, or software industries.
• Deep understanding of restaurant industry drivers, operational challenges, and market dynamics.
• Coachability, active learning agility, and a commitment to continuous personal or professional development.
• Technical proficiency with business productivity software such as Microsoft Office Suite or Google Workspace.
• Preference for living within a 30-minute drive of Boston.

Responsibilities

• Prospect, qualify, and close new restaurant business within an assigned territory to meet or exceed monthly and quarterly acquisition goals.
• Conduct a structured, consultative sales process, including discovery, customized solution-based demonstrations, stakeholder management, and objection handling.
• Develop and execute a strategic territory business plan, using Salesforce to maintain CRM records, track activity, and forecast pipeline accurately.
• Build relationships with prospective and existing clients and advise them on industry trends, operational challenges, and growth opportunities.
• Collaborate with Product, Marketing, and regional colleagues to share market feedback, contribute to sales strategies, and optimize product adoption.
• Own and manage a book of business, execute sales targets, and navigate competitive markets.
• Travel locally within the assigned territory for in-person client meetings and product demonstrations.

Benefits

• Work from (almost) anywhere for up to 20 days per year.
• Company-paid therapy sessions through SpringHealth.
• Company-paid Headspace subscription.
• Annual company-wide week off.
• Paid parental leave.
• Generous paid vacation and time off for a birthday.
• Paid volunteer time.
• Development Dollars.
• Leadership development.
• Access to thousands of on-demand e-learnings.
• Travel discounts.
• Employee Resource Groups.
• Competitive retirement and health plans.
• Commission-based compensation, including uncapped monthly sales incentives.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed