Enterprise Account Executive (Hotels)

About OpenTable

OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), powers reservations for the hospitality industry. OpenTable’s software seats more than 1 billion people annually and helps more than 50,000+ restaurants, bars, wineries and other venues attract guests, manage capacity, improve operations and maximise revenue.

As an employee of OpenTable, you will join a global network that includes OpenTable and KAYAK's portfolio of metasearch brands, including Swoodoo, checkfelix, momondo, Cheapflights, Mundi and HotelsCombined. Many employees are dedicated to one brand, but we all benefit from using each other's strengths and insights. Together, we're able to help people experience the world through dining and travel.

The Position

We are seeking an Account Executive (Hotels) who will be responsible for bringing new restaurants onto the OpenTable dining network through a consultative sales approach. This position will report to the Senior Director of Growth.

Acting as a business leader and sales guide, you will handle and own your book of business/territory and run business meetings with Hotel Groups and Hotel Restaurants. Central to this role is the ability to understand the Hotel technology ecosystem and clearly articulate the outstanding OpenTable value proposition for Hotels.

In This Role, You Will

• Target, identify and sell OpenTable products to Hotel Restaurants across an assigned account portfolio within Asia.

• Provide high-quality, data-driven product and service presentations (both in person and online) that are customized for each partner to resolve solution needs.

• Challenge customers to think differently about their business, educate prospects and existing customers about industry trends.

• Develop and complete a strategic plan for the segment and build reliable forecasts

• Navigate sophisticated decision making and procurement processes to identify. appropriate partner, including C-suite, customer tech teams and F&B operations staff.

• Lead multiple internal and external collaborators to address problems and achieve results, ranging from restaurant managers to software product managers.

• Consistently meet and exceed monthly and quarterly acquisition and revenue targets.

• Provide and present customer feedback to the Product and Marketing teams.

• Apply Salesforce to lead your territory, stay organized, forecast sales activity, and process contracts.

• Understand and adapt to ongoing product and technology developments within the hotel and restaurant industry.

Please Apply If

• You have 5+ years of demonstrated ability in B2B Enterprise sales.

• You have well-honed discovery skills; asking questions and relating concepts to your prospects in impactful ways.

• You have outstanding negotiating skills that help drive business value during sales engagements.

• You are self-motivated and able to perform well under pressure and against ambitious goals and deadlines.

• You are skilled at communicating new points of view to customers that reframe and challenge the way they view their business.

• You have a track record of owning and implementing critical initiatives to meet pre-set objectives.

• You are passionate about using data and analytics to advise decision-making and build cases.

• You have strong time management and presentation skills and are comfortable with administrative tasks.

• You are comfortable working in an unstructured and forward-thinking environment.

• You are an empathetic, team-orientated sales person who loves to collaborate and grow through learning and feedback as much as you love to close a deal.

• You have knowledge of Google Suite and Salesforce CRM.

• You are fluent in spoken and written Mandarin (preferred)

Benefits

 

• Work from (almost) anywhere now, hybrid in the near future.

• Mental Health Well-being: 6 company paid therapy sessions, subscription to a meditation app, wellbeing speaker series and resources.

• 1 floating day off per year to celebrate your birthday or another occasion of your choice!

• Company-wide week off each year: the whole team recharges (and returns without a pile-up of work!).

• Ongoing Learning and Development opportunities.

• Universal Paid Parental leave.

Diversity And Inclusion

We aspire to have a workplace that reflects all of the diverse communities we serve. We know that when we have diverse teams we produce more creative ideas, products, and better outcomes. OpenTable is proud to be an Equal Opportunity Employer, and we encourage candidates from all backgrounds and experiences to apply for our roles. Whoever you are, just be you!

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