Identify, target, and develop a list of potential enterprise clients in your assigned territory.
Build and maintain relationships with key decision-makers, including C-level executives.
Collaborate with marketing on account-based marketing strategies to drive demand.
Prospect new business opportunities and maintain a healthy sales pipeline through Salesforce CRM.
Manage a complex sales cycle that involves multiple stakeholders and decision-makers.
Conduct in-depth research and discovery to understand each client’s business needs.
Lead product demonstrations and present customized solutions to prospective clients.
Negotiate and close contracts with enterprise clients, including multi-location chains and large restaurant groups.
Maintain strong, consultative relationships with restaurant and hospitality executives.
Act as a trusted advisor to clients, guiding them on how OpenTable can enhance their operations and guest experiences.
Collaborate with internal teams to ensure successful client onboarding and account expansion.
Represent OpenTable at industry conferences, trade shows, and networking events to expand the enterprise client base.
Stay informed of industry trends and restaurant group dynamics to provide insightful recommendations to clients.

Proven success in enterprise SaaS sales with a track record of exceeding sales targets.
3+ years of experience selling into enterprise clients, particularly with complex sales cycles involving multiple decision-makers.
Strong understanding of the restaurant or hospitality industry is preferred.
Excellent negotiation skills, with the ability to frame “win-win” scenarios.
Proficient with CRM tools, especially Salesforce, for managing pipeline and tracking sales activities.
Highly organized and detail-oriented with exceptional problem-solving skills.
Ability to travel up to 40% for client meetings, events, and industry conferences.
Franchise/Eatertainment experience preferred but not required.

Enterprise Account Executive

Key skills