OpenTable

Enterprise Account Executive

OpenTable

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $55,000 - $65,000 per year

About the role

  • Identify, target, and develop a list of potential enterprise clients in your assigned territory.
  • Build and maintain relationships with key decision-makers, including C-level executives.
  • Collaborate with marketing on account-based marketing strategies to drive demand.
  • Prospect new business opportunities and maintain a healthy sales pipeline through Salesforce CRM.
  • Manage a complex sales cycle that involves multiple stakeholders and decision-makers.
  • Conduct in-depth research and discovery to understand each client’s business needs.
  • Lead product demonstrations and present customized solutions to prospective clients.
  • Negotiate and close contracts with enterprise clients, including multi-location chains and large restaurant groups.
  • Maintain strong, consultative relationships with restaurant and hospitality executives.
  • Act as a trusted advisor to clients, guiding them on how OpenTable can enhance their operations and guest experiences.
  • Collaborate with internal teams to ensure successful client onboarding and account expansion.
  • Represent OpenTable at industry conferences, trade shows, and networking events to expand the enterprise client base.
  • Stay informed of industry trends and restaurant group dynamics to provide insightful recommendations to clients.

Requirements

  • Proven success in enterprise SaaS sales with a track record of exceeding sales targets.
  • 3+ years of experience selling into enterprise clients, particularly with complex sales cycles involving multiple decision-makers.
  • Strong understanding of the restaurant or hospitality industry is preferred.
  • Excellent negotiation skills, with the ability to frame “win-win” scenarios.
  • Proficient with CRM tools, especially Salesforce, for managing pipeline and tracking sales activities.
  • Highly organized and detail-oriented with exceptional problem-solving skills.
  • Ability to travel up to 40% for client meetings, events, and industry conferences.
  • Franchise/Eatertainment experience preferred but not required.
Benefits
  • Work from (almost) anywhere for up to 20 days per year
  • 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
  • Development Dollars
  • Leadership development
  • Access to thousands of on-demand e-learnings
  • Travel Discounts
  • Employee Resource Groups
  • Competitive retirement and health plans
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
enterprise SaaS salessales pipeline managementnegotiationcontract closingproduct demonstrationsaccount-based marketing strategiesresearch and discoveryconsultative selling
Soft Skills
relationship buildingcommunicationproblem-solvingorganizational skillsdetail-orientedconsultative advising