Account Executive, Hotels

About the role

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

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 and Perks

• 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

Note for MA applicants: It is unlawful in Massachusetts to require or administer 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. 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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