Manager, Account Executive

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

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 experience managing, coaching, and leading field sales teams within quota-driven B2B sales, software-as-a-service, or hospitality technology environments.
• Deep understanding of restaurant operations, market economics, and the competitive landscape of online reservation or front-of-house table management systems.
• Demonstrated proficiency using customer relationship management systems to conduct rigorous pipeline analysis, design sales forecasts, and manage territory data.
• Experience managing commercial contract negotiations, structuring complex sales proposals, and balancing partner value with enterprise revenue objectives.
• Strong written, verbal, and presentation communication skills with a proven track record of influencing cross-functional stakeholders and representing an organization to external business owners.
• Candidates must reside in the NYC Metro area.

Preferred Qualifications

• Prior individual contributor experience as an Account Executive within a top-tier dining, restaurant tech, or hospitality software platform.
• Proven success leading sales organizations through significant periods of high growth, business restructuring, or product strategy shifts.
• Experience implementing and training teams on modern sales engagement workflows, digital enablement tools, or advanced prospecting technologies.
• Deep connections within NYC's restaurant and hospitality ecosystem, with a demonstrated ability to leverage relationships with restaurant owners, operators, and hospitality leaders to develop partnerships, generate opportunities, and drive business growth.
• Experience within the restaurant or hospitality industry, particularly in roles involving team leadership, revenue ownership, and achieving business performance targets. Equivalent experience in sales, business development, or related commercial roles will also be considered.

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
• Free lunch 5 days per week
• Beautiful office in the Empire State Building with lots of building amenities, such as a gym, multi-purpose room, in-building Starbucks, and more.

The best connections happen face-to-face, whether you're sitting down to dinner or having coffee with a coworker. That's why OpenTable has adopted a hybrid workplace model. This role aligns with that approach, with an expectation of coming into the office two days a week-giving employees the best of both worlds: in-person collaboration and flexibility.

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

Benefits

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.
• #LI-[New York: Hybrid]