Manager, Account Executive

New York Officefull timeOn Site

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mid

$230k–$240k

H1B: yes

Opentable Manager, Account Executive at OpenTable leads a team of field sales professionals to acquire new restaurant partners and grow market footprint. The role involves coaching, territory planning, pipeline management, and cross-functional collaboration.

Responsibilities

Lead, mentor, and develop a team of field sales professionals through regular performance evaluations, call reviews, and on-ground ride-alongs to cultivate talent and consistently achieve acquisition goals.
Strategize and manage territory allocations, including geographic distribution, target list construction, and account segmentation to maximize market opportunities and team efficiency.
Monitor and optimize sales pipeline health, accurate forecasting metrics, and commercial contract exceptions using customer relationship management systems to ensure sustainable revenue growth.
Collaborate with cross-functional stakeholders including Account Management, Sales Operations, Onboarding, RevStrat, Product, and Billing to resolve operational escalations and facilitate a seamless onboarding lifecycle for newly signed venues.
Formulate and execute comprehensive localized business plans and market priorities in alignment with regional directors to navigate competitive challenges effectively.
Drive the internal adoption of advanced sales enablement tools, technical workflows, and prospecting methodologies to continuously modernize and elevate the team's selling behaviors.
Position requires frequent evening events and networking representing OpenTable at Industry functions as well as at customer & prospect accounts generally.

Qualification

Strong written

Required

3+ years of professional experience managing, coaching, and leading field sales teams within quota-driven B2B sales, software-as-a-service, or hospitality technology environments.
Deep understanding of restaurant operations, market economics, and the competitive landscape of online reservation or front-of-house table management systems.
Demonstrated proficiency using customer relationship management systems to conduct rigorous pipeline analysis, design sales forecasts, and manage territory data.
Experience managing commercial contract negotiations, structuring complex sales proposals, and balancing partner value with enterprise revenue objectives.
Strong written, verbal, and presentation communication skills with a proven track record of influencing cross-functional stakeholders and representing an organization to external business owners.
Candidates must reside in the NYC Metro area.

Preferred

Prior individual contributor experience as an Account Executive within a top-tier dining, restaurant tech, or hospitality software platform.
Proven success leading sales organizations through significant periods of high growth, business restructuring, or product strategy shifts.
Experience implementing and training teams on modern sales engagement workflows, digital enablement tools, or advanced prospecting technologies.
Deep connections within NYC's restaurant and hospitality ecosystem, with a demonstrated ability to leverage relationships with restaurant owners, operators, and hospitality leaders to develop partnerships, generate opportunities, and drive business growth.
Experience within the restaurant or hospitality industry, particularly in roles involving team leadership, revenue ownership, and achieving business performance targets. Equivalent experience in sales, business development, or related commercial roles will also be considered.

Benefits

PTO
Annual Bonus
Parental Leave
Life Insurance
Wellness

Company

Opentable

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Source: greenhouse

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