Account Executive, Hotels

The role

You will drive the expansion of OpenTable's hospitality footprint across target markets and strategic hotel accounts. This full-cycle consultative sales role involves engaging hotel leadership and food and beverage operators to position technology and dining solutions.

What you will do

• Build, manage, and accurately forecast a qualified sales pipeline.
• Lead full-cycle consultative sales engagements from prospecting to contract execution.
• Establish partnerships with stakeholders including general managers and food and beverage directors.
• Deliver customized solution presentations and ROI narratives.
• Execute structured territory and account plans.
• Collaborate with cross-functional teams including Account Management, Implementation, Product, Legal, and Revenue Strategy.

Required qualifications

• 3+ years of experience in B2B sales, account executive roles, or consultative business development.
• Track record of managing complex, multi-stakeholder sales cycles and achieving revenue targets.
• Ability to construct and present executive-level business cases, ROI analyses, and data-driven solution proposals.
• Proficiency with Salesforce or equivalent CRM platforms.
• Ability to travel as required for client meetings, site visits, and industry forums.

Nice to have

• Experience selling SaaS, travel technology, or enterprise software solutions into the hospitality, hotel, or restaurant industries.
• In-depth understanding of hotel operational structures, technology ecosystems, and decision-making processes.
• Strong background in territory planning, competitive intelligence analysis, and consultative selling methodologies.
• Experience navigating complex corporate legal, procurement, and contract negotiation processes within enterprise accounts.
• Demonstrated history of sharing market insights, successful sales playbooks, and peer coaching.

Benefits

• Work from (almost) anywhere for up to 20 days per year
• Company-paid therapy sessions through SpringHealth
• Company-paid subscription to Headspace
• Annual company-wide week off a year
• Paid parental leave
• Generous paid vacation + time off for your birthday
• Paid volunteer time
• Development Dollars
• Leadership development
• Access to thousands of on-demand e-learnings
• Travel Discounts
• Employee Resource Groups

About the company

OpenTable is an industry leader with 70,000+ restaurant partners and 25+ years of experience. It is part of Booking Holdings, Inc.