Account Manager - Enterprise

With millions of diners, 60,000+ 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.

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About this role:

Reporting to the Manager, Enterprise EMEA, the Enterprise Account Manager manages an elite portfolio of restaurant groups and strategic accounts across their territory. You’ll own the relationship post-sale and installation, acting as a trusted advisor and primary point of contact to maintain high retention, drive customer happiness, and ensure deep utilisation of OpenTable’s front-of-house and online reservation solutions.

You’ll meet regularly with decision-makers (in person and online) to deliver business reviews, provide training and education on our software and online marketing exposure, and consult on industry trends and alternative business perspectives. As the territory expert, you’ll gather client feedback to inform product features and upgrades, collaborate with leadership on territory account plans, and work closely with cross-functional partners to help restaurants grow revenue. We’re looking for people who are passionate about the restaurant industry and want to feel great about the products they sell and represent.

This is a hybrid role; working from our London office twice a week but due to the nature of the role, will also include very regular domestic business travel to meet partners. 

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In this role, you will:

• Cultivate high-level relationships with restaurant groups and strategic accounts, acting as a trusted advisor.
• Own post-sale account management, leading client retention efforts and overcoming strategic objections.
• Serve as the primary liaison between clients and internal teams to resolve critical issues quickly.
• Deliver customised product and service presentations, business reviews, and training (in-person and online).
• Encourage and educate clients on industry trends, best practices, and new business perspectives.
• Provide actionable data, reports, and insights, using data to craft compelling narratives and optimise operations.
• Meet and exceed assigned monthly and quarterly retention and revenue goals.
• Ensure customer satisfaction through proactive, diligent follow-up.
• Document client communications and activity, and provide regular productivity and pipeline reports.
• Maintain a deep understanding of OpenTable’s solutions, functionality, and marketing capabilities.
• Share market and product feedback with Product and Marketing to influence roadmap and go-to-market.
• Partner with Enterprise Account Executives and Inside Sales Representatives as needed to support growth.

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About your skills / experience:

• Significant account management (or equivalent) experience with a strong customer service focus.
• Passion for hospitality and technology; restaurant management or food and beverage sales experience strongly preferred.
• Skilled negotiator and consultative seller with a solid understanding of restaurant operations.
• Proven ability to perform under pressure, hit ambitious goals, reframe client perspectives, and make data-driven decisions.
• Collaborative, relationship‑oriented teammate with excellent organisational and time management skills.
• Comfortable in unstructured, entrepreneurial environments; commercially savvy and tuned into economic and industry trends and new opportunities.
• Proficient in Google Suite; familiarity with CRM tools (ideally Salesforce) and table management platforms like OpenTable is a plus

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Benefits and Perks

• Work from (almost) anywhere for up to 20 days per year
• Generous paid parental leave, vacation & time off for your birthday
• Private health & dental insurance
• 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 volunteer time
• Focus on your career growth:
• Development Dollars
• Leadership development
• Access to thousands of on-demand e-learnings
• Travel Discounts inc. Bike2Work, Season ticket loan
• Employee Resource Groups
• Income protection and life assurance
• Employee Assistance Program - including 24/7 GP & free legal advice
• Pension plan contributions
• Discounted gym membership
• Social events & Thursday happy hours
• Free lunch 2 days per week

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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.

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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.