Enterprise Account Manager

With millions of diners, tens of thousands of restaurants, and 23+ years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a unique insight into the world of hospitality. We champion restaurants, bars, wineries, and other venues around the world, helping them attract guests, manage capacity, improve operations and maximize revenue.

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 network that includes OpenTable and KAYAK's portfolio of travel brands including Swoodoo, checkfelix, momondo, Cheapflights, Mundi and HotelsCombined.

 

Hospitality is all about taking care of others, and it defines our culture. You’ll work in a welcoming and inclusive environment, and get the benefits, flexibility, and support you need to succeed.

 

In this role, you will:

As an Enterprise Account Manager, you will manage a premium portfolio of restaurant groups and strategic accounts, taking full ownership of relationships after the sale and installation process is complete. Your goal will be to maintain a high client retention rate, foster customer satisfaction, and drive deep utilization of OpenTable services.

This role involves building meaningful, high-level relationships with decision-makers, conducting face-to-face business reviews, and delivering tailored training to maximize the value of OpenTable software and online marketing tools. Acting as a trusted advisor and primary point of contact, you will resolve critical issues, gather valuable feedback to influence product enhancements, and collaborate with cross-functional teams to deliver exceptional client support.

As an enterprise group expert, you’ll play a key role in shaping account management strategies, driving revenue growth, and helping restaurants optimize their operations with data-driven insights. OpenTable’s Sales and Restaurant Relations team is committed to enhancing restaurants’ revenue potential by leveraging world-class front-of-house management and online reservation technology.

We’re seeking individuals who are passionate about the restaurant industry and take pride in representing best-in-class solutions.

 

Responsibilities

• Build strong relationships with restaurant groups and strategic accounts, acting as a trusted advisor.
• Serve as a liaison between clients and internal departments to address and resolve issues.
• Lead client retention efforts, overcoming objections and ensuring customer satisfaction.
• Deliver tailored product and service presentations, both in-person and online.
• Educate clients on industry trends and provide innovative business insights.
• Provide data and reports to help clients optimize their operations.
• Meet and exceed retention and revenue goals on a monthly and quarterly basis.
• Conduct timely follow-ups to ensure satisfaction and continuous engagement.
• Maintain detailed knowledge of OpenTable solutions and document client communications.
• Share market feedback with Product and Marketing teams to influence future developments.
• Collaborate with Enterprise Account Executives and Inside Sales Representatives as needed.
• Travel 30–50%, depending on location, to engage with clients.

 

Qualifications

• 5+ years of experience in restaurant management or account management (F&B Management experience within a hospitality group is preferred).
• Proven expertise in consultative selling/account management and a deep understanding of restaurant operations.
• Ability to challenge and reframe clients’ perspectives to drive meaningful outcomes.
• Strong aptitude for data-driven decision-making and providing actionable insights.
• Exceptional organizational, time management, and cross-departmental collaboration skills.
• Thrives in unstructured, entrepreneurial environments.
• Experience with CRM solutions like Salesforce (preferred).
• Familiarity with OpenTable software and/or restaurant table management software is a plus

 

A few of the benefits you get at OpenTable—

• Generous paid vacation

• Day off on your birthday

• Company-matched retirement plans

• Company-wide week off each year

• Work from (almost) anywhere policy

• Health, dental, and vision insurance plans

• Flexible Spending Accounts

• Headspace Subscription

• Company-paid therapy sessions through SpringHealth

• Paid Volunteer Time

• Universal Paid Parental Leave

 

Note for Connecticut Residents: To receive estimated salary range information for this role pursuant to Connecticut's "An Act Concerning the Disclosure of Salary Range for a Vacant Position", email CTCareers@kayak.com. You must include the name of the position in your request.

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 $70,000-$78,000USD.

 

In addition to a competitive base salary, roles are eligible for additional compensation and benefits including: annual cash bonus; 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.

 

Diversity, Equity, and Inclusion

OpenTable aspires to be a workplace that reflects the diverse communities we serve and a culture that is inclusive and welcoming. Hiring people with different backgrounds, experiences, perspectives, and ideas is critical to innovation and to how we deliver great experiences for our users and our partners. Representation matters.

 

We ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform job responsibilities, and to receive other benefits and privileges of employment. Please contact us to request accommodation.