Account Executive

Reporting to the District Director, you will be responsible for bringing new restaurants onto the OpenTable network through a consultative, insight-led sales approach.

As an Account Executive, you are often the first OpenTable partner a restaurant meets. Your knowledge of the local dining scene, paired with your ability to diagnose business needs and articulate value, makes you a critical voice in shaping how restaurants adopt technology and grow revenue.

You will own a defined territory, run your own book of business, and work closely with your local Restaurant Relations Manager (account management) to ensure long-term success across your market. Those who excel in this role frequently contribute insights to Product, Marketing, and Leadership, influencing how we innovate and grow.

We’re looking for driven, commercially minded sales professionals who care deeply about restaurants and want to represent products they feel proud to sell.

• Build and manage a high-quality pipeline across your territory, identifying and closing new business with independent and enterprise restaurants.
• Run meetings with restaurant owners and operators, understand their challenges, and present tailored demos and proposals.
• Become a trusted advisor within the local dining community, developing strong relationships and representing OpenTable with credibility.
• Drive restaurant revenue growth by positioning OpenTable’s platform as essential front-of-house and guest-acquisition technology.
• Develop territory plans, forecasts, and business strategies; meet or exceed monthly and quarterly acquisition targets.
• Navigate objections, competitive landscapes, and multi-stakeholder decisions with confidence.
• Partner with your Restaurant Relations Manager to ensure new customers are set up for long-term success.
• Feed back market trends, product opportunities, and customer insights to internal teams across Product, Marketing, Sales Ops, and Leadership.
• Use Salesforce to run your territory, stay organised, manage pipeline, and process contracts.
• Stay current on product developments, industry movements, and local restaurant trends.

• A full UK driving licence and access to a car.
• A proven track record in new business sales — hospitality or SaaS experience strongly preferred.
• A high-energy, target-driven mindset, with the ability to manage multiple opportunities and hit ambitious goals.
• Excellent communication skills, capable of reframing customer thinking and influencing at all levels.
• Strong commercial acumen and understanding of market dynamics affecting restaurants.
• The ability to uncover customer needs, articulate ROI clearly, and close business confidently.
• Solid presentation skills, including running compelling in-person and virtual demos.
• Experience using CRM tools (Salesforce preferred) and comfort working with data to guide decisions.
• Strong organisation, attention to detail, and the ability to manage ~20–35% administrative work.
• A fast-learning, curious mindset — able to grasp complex concepts quickly.
  
  

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.

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.