Account Executive, Hotels

With millions of diners, 70,000+ restaurant partners and 25+ years of experience, OpenTable, part of Booking Holdings, Inc.

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

• 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.

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.

Minimum Qualifications

• 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 Qualifications

• 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.

Benefits

• Work from (almost) anywhere for up to 20 days per year
• Focus on mental health and well-being:
• Company-paid therapy sessions through SpringHealth
• Company-paid subscription to Headspace
• Annual company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!)
• Paid parental leave
• Generous paid vacation + time off for your birthday
• Paid volunteer time
• Focus on your career growth:
• Development Dollars
• Leadership development
• Access to thousands of on-demand e-learnings
• Travel Discounts
• Employee Resource Groups
• Competitive retirement and health plans

• 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 $160,000 - $165,000 USD annually through a combination of base salary and uncapped monthly sales incentives.
• The base salary range for this United States located role is $65,000 - $70,000 USD plus uncapped commission.

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.

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