Opentable Account Executive, Hotels at OpenTable driving expansion across hotel accounts through full-cycle consultative sales. Engages hotel leadership to position OpenTable’s technology and dining solutions.
Responsibilities
Build, manage, and accurately forecast a qualified sales pipeline across independent hotel properties, management companies, and multi-property groups.
Lead full-cycle consultative sales engagements from initial prospecting and executive discovery through solution design, negotiation, and contract execution.
Establish trusted partnerships with key stakeholders across property, regional, and corporate levels, including general managers, food and beverage directors, marketing, technology, and procurement.
Deliver customized solution presentations, executive business cases, and ROI narratives that showcase OpenTable's platform capabilities, data insights, and integration value.
Execute structured territory and account plans that align customer priorities with tailored value propositions and clear paths to deal closure.
Collaborate seamlessly with cross-functional teams—including Account Management, Implementation, Product, Legal, and Revenue Strategy—to ensure smooth customer onboarding and long-term retention.
Qualification
3+ years of experience in B2B salesExperience selling SaaSStrong background in territory planning
Required
3+ years of experience in B2B sales, account executive roles, or consultative business development.
Demonstrated track record of consistently managing complex, multi-stakeholder sales cycles and achieving or exceeding revenue targets.
Proven ability to construct and present executive-level business cases, ROI analyses, and data-driven solution proposals.
Proficiency with Salesforce or equivalent CRM platforms for pipeline management, activity tracking, and forecasting accuracy.
Ability to travel as required for client meetings, site visits, and industry forums.
Preferred
Experience selling SaaS, travel technology, or enterprise software solutions into the hospitality, hotel, or restaurant industries.
In-depth understanding of hotel operational structures, technology ecosystems, and decision-making processes across property and corporate teams.
Strong background in territory planning, competitive intelligence analysis, and consultative selling methodologies.
Experience navigating complex corporate legal, procurement, and contract negotiation processes within enterprise accounts.
Demonstrated history of sharing market insights, successful sales playbooks, and peer coaching to elevate team performance.
