Manager, Account Executive

The posting, as OpenTable wrote it

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.

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.

About the job

The role of Manager, Account Executives leads a team of field sales professionals responsible for acquiring new restaurant partners and growing OpenTable's footprint within assigned markets. In this role, you will drive local business growth by coaching your sales team, designing comprehensive territory plans, and overseeing pipeline execution to meet monthly and quarterly targets. By partnering closely with cross-functional teams such as Account Management, Operations, and Marketing, you will help streamline the partner onboarding experience, implement regional market strategies and focus on the development of your team in their various stages of experience and development. This leadership position demands strong coaching instincts, robust business acumen, and a proactive approach to territory ownership that elevates collective performance across the sales organization.

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.

Minimum Qualifications

• 3+ years of professional exper

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inister 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.

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. The range for this United States located role is $130,000 - $140,000.

We offer a competitive base salary and benefits including: 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 benefits. This role is eligible to be considered for an annual bonus.

Work Environment & Flexibility

At OpenTable, we pride ourselves on fostering a global and dynamic work environment. As a team member with us, you will benefit from a schedule tailored to accommodate a global workforce operating across multiple time zones. While the majority of your responsibilities may align with conventional business hours, there will be instances where you are expected to manage communications - via calls, Slack messages, or emails - outside of regular working hours to effectively collaborate with international colleagues, respond to restaurant partners, and/or address urgent matters. OpenTable will always abide by and consider local laws and regulations.

Inclusion

We’re committed to creating a workplace where everyone feels they belong and can thrive. We know the best ideas come when we bring different voices to the table, so we're building a team as dynamic as the diners and restaurants we serve—and fostering a culture where everyone feels welcome to be themselves.

If you need accommodations during the application or interview process, or on the job, we’re here to support you. Please reach out to your recruiter to request any accommodations.

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