<p>With millions of diners, 70,000+ restaurant partners and 25+ years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a passion for helping restaurants thrive. Our world-class technology empowers restaurants to focus on what matters most – their team, their guests, and their bottom line – while enabling diners to discover and book the perfect restaurant for every occasion.&nbsp;</p> <p>Every employee at OpenTable has a tangible impact on what we do and how we do it. You’ll also be part of a global team and its portfolio of metasearch brands. Hospitality is all about taking care of others, and it defines our culture.</p> <h4><strong>About the Job</strong></h4> <p>As an Account Executive, Hotels at OpenTable, you will serve as a commercial leader driving the expansion of our hospitality footprint across defined target markets and strategic hotel accounts. In this full-cycle consultative sales role, you will engage hotel leadership, food and beverage operators, and corporate decision-makers to position OpenTable’s suite of technology, dining solutions, and operational insights. By connecting complex operational challenges with measurable commercial outcomes, you will play a vital role in helping hotel partners attract guests, optimize demand, and grow their dining businesses. Working cross-functionally across product, implementation, marketing, and revenue strategy, you will build a scalable, durable pipeline that powers OpenTable's global hospitality growth.</p> <h4><strong>Responsibilities</strong></h4> <ul> <li>Build, manage, and accurately forecast a qualified sales pipeline across independent hotel properties, management companies, and multi-property groups.</li> <li>Lead full-cycle consultative sales engagements from initial prospecting and executive discovery through solution design, negotiation, and contract execution.</li> <li>Establish trusted partnerships with key stakeholders across property, regional, and corporate levels, including general managers, food and beverage directors, marketing, technology, and procurement.</li> <li>Deliver customized solution presentations, executive business cases, and ROI narratives that showcase OpenTable's platform capabilities, data insights, and integration value.</li> <li>Execute structured territory and account plans that align customer priorities with tailored value propositions and clear paths to deal closure.</li> <li>Collaborate seamlessly with cross-functional teams—including Account Management, Implementation, Product, Legal, and Revenue Strategy—to ensure smooth customer onboarding and long-term retention.</li> </ul> <h4><strong>Minimum Qualifications</strong></h4> <ul> <li>3+ years of experience in B2B sales, account executive roles, or consultative business development.</li> <li>Demonstrated track record of consistently managing complex, multi-stakeholder sales cycles and achieving or exceeding revenue targets.</li> <li>Proven ability to construct and present executive-level business cases, ROI analyses, and data-driven solution proposals.</li> <li>Proficiency with Salesforce or equivalent CRM platforms for pipeline management, activity tracking, and forecasting accuracy.</li> <li>Ability to travel as required for client meetings, site visits, and industry forums.</li> </ul> <h4><strong>Preferred Qualifications</strong></h4> <ul> <li>Experience selling SaaS, travel technology, or enterprise software solutions into the hospitality, hotel, or restaurant industries.</li> <li>In-depth understanding of hotel operational structures, technology ecosystems, and decision-making processes across property and corporate teams.</li> <li>Strong background in territory planning, competitive intelligence analysis, and consultative selling methodologies.</li> <li>Experience navigating complex corporate legal, procurement, and contract negotiation processes within enterprise accounts.</li> <li>Demonstrated history of sharing market insights, successful sales playbooks, and peer coaching to elevate team performance.</li> </ul> <h4><strong>Benefits and Perks</strong></h4> <ul> <li>Work from (almost) anywhere for up to 20 days per year</li> <li>Focus on mental health and well-being:</li> <ul> <li>Company-paid therapy sessions through SpringHealth</li> <li>Company-paid subscription to Headspace</li> <li>Annual company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!)</li> </ul> <li>Paid parental leave</li> <li>Generous paid vacation + time off for your birthday</li> <li>Paid volunteer time</li> <li>Focus on your career growth:</li> <ul> <li>Development Dollars</li> <li>Leadership development</li> <li>Access to thousands of on-demand e-learnings</li> </ul> <li>Travel Discounts</li> <li>Employee Resource Groups</li> <li>Competitive retirement and health plans</li> </ul> <p>Note for MA applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.</p> <p>There are a variety of factors that go into determining a salary range, including but not limited to external market benchmark data, geographic location, and years of experience sought/required. On-target earnings range from <strong>$160,000 - $165,000 USD</strong> annually through a combination of base salary and uncapped monthly sales incentives. The base salary range for this United States located role is <strong>$65,000 - $70,000 USD plus uncapped commission.</strong></p> <p>In addition to a competitive base salary, roles are eligible for additional compensation and benefits including: commission-based compensation; 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); and parental leave and benefits.<br><br>#LI-Hybrid<br>#LI-CW2</p>