Enterprise Account Executive - Remote

Overview

As an Enterprise Account Executive (AE) on our North American Enterprise Team, you will play a substantial role in driving the growth of OpenTable by acquiring large, national restaurant groups and enterprise clients.

In Short

• 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.
• Lead a sophisticated sales cycle that involves multiple collaborators 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 improve 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 events to expand the enterprise client base.
• Stay informed of industry trends and restaurant group dynamics to provide insightful recommendations to clients.

Requirements

• Experience in enterprise SaaS sales with a track record of exceeding sales targets.
• Proven experience selling into enterprise clients, particularly with sophisticated sales cycles involving multiple decision-makers.
• Strong understanding of the restaurant or hospitality industry is preferred.
• Excellent negotiation skills.
• Proficient with CRM tools, especially Salesforce, for handling pipeline and supervising sales activities.
• Highly organized and detailed with outstanding problem-solving skills.
• Ability to travel up to 40% for client meetings, events, and industry conferences. Must live within 30 miles of an international airport.
• Strategic & Key Accounts experience preferred but not required.

Benefits

• 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.