Account Executive

Remote Location - Massachusettsfull timeRemote

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mid

$150k–$170k

H1B: yes

Opentable The Account Executive at OpenTable drives growth by identifying, consulting, and onboarding new restaurant partners within an assigned territory. The role manages the full sales cycle and leverages local market insights to inform product and marketing strategies.

Responsibilities

Proactively prospect, qualify, and close new restaurant business within an assigned territory to consistently meet or exceed monthly and quarterly acquisition goals.
Execute a structured, consultative sales process—including discovery, customized solution-based demonstrations, and multi-threaded stakeholder management—to reframe perspectives and overcome objections.
Develop and execute a strategic territory business plan, utilizing Salesforce to maintain CRM hygiene, manage activity tracking, and generate accurate pipeline forecasts.
Build and strengthen high-level relationships with prospective and existing clients, serving as a trusted advisor on industry trends, operational challenges, and growth opportunities.
Collaborate cross-functionally with Product, Marketing, and regional team members to share market feedback, contribute to sales strategies, and optimize product adoption.
Manage full book-of-business ownership with self-direction, executing sales targets with precision while effectively navigating competitive landscapes.

Qualification

Strong writtenMastery of modernDemonstrated coachability

Required

5+ years of professional sales experience consistently meeting or exceeding performance quotas, or an equivalent combination of sales and hospitality management experience.
Proven track record in quota-carrying environments, demonstrating 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 with the ability to convey complex value propositions to business owners and key stakeholders.
Ability to travel locally within the assigned territory to conduct in-person client meetings and customized product demonstrations. This is a field sales position with +50% of your time spent in the market.

Preferred

Mastery of modern, structured sales methodologies (such as MEDDIC, Challenger Sale, or Value Selling).
Direct SaaS or technology sales experience within the hospitality, restaurant, or software industries.
Deep understanding of core restaurant industry drivers, operational challenges, and market dynamics.
Demonstrated coachability, active learning agility, and continuous personal or professional development.
Strong technical proficiency with business productivity software (including Microsoft Office Suite or Google Workspace).

Benefits

PTO
Parental Leave
Life Insurance
Wellness

Company

Opentable

View company page

Source: greenhouse

Active within the past hour

Remote-friendly

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