Account Executive, Hotels

With millions of diners, 70,000+ 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.

The Role

The Account Executive – Hotels is responsible for bringing new hotel restaurants onto the OpenTable dining network through a consultative and strategic sales approach.

OpenTable’s Hotel Sales team partners with leading hotels and hotel groups to unlock the revenue potential of their restaurants through best-in-class front-of-house management and online reservation technology. As we grow our presence in Spain, you’ll play an important role in developing our hotel business, building relationships across the local hospitality industry and establishing OpenTable with new hotel partners.

We’re looking for a sales professional who is passionate about hospitality, confident engaging senior hotel stakeholders, and comfortable navigating complex sales processes and technology solutions.

Location: We don't currently have an office in Spain, so this is a field-based role combining home working with regular travel across your territory. You'll spend much of your week meeting hotel partners face-to-face, building OpenTable's presence and developing relationships within the local hospitality community.

In this role, you will:

• Identify, engage and win new hotel partners across your territory, developing pipeline from the ground up and introducing OpenTable’s solutions to individual hotel restaurants and hotel groups.
• Lead complex, consultative sales processes across multiple stakeholders, including F&B Directors, General Managers, IT and Marketing teams, delivering tailored, data-driven demonstrations and building compelling business cases that demonstrate ROI and commercial value.
• Act as a trusted advisor to hotel partners, using your understanding of their F&B operations, technology environment, industry trends, integrations and best practices to identify opportunities to maximise restaurant revenue.
• Own and execute your territory strategy, identifying priority accounts and long-term growth opportunities while managing pipeline, forecasting and contracts through Salesforce and consistently achieving monthly and quarterly acquisition and revenue targets.
• Help establish OpenTable within Spain’s hotel and hospitality community, representing the business at industry events, trade shows and networking opportunities while collaborating with Marketing, Product, Legal and other internal teams to share market insights and support partner success.

Please apply if:

• You have 5+ years of proven consultative B2B sales experience, with a strong track record of winning new business and achieving revenue targets.
• You have experience selling into the hotel or hospitality industry, with an understanding of hotel operations, F&B outlets and complex stakeholder environments.
• You can navigate multi-stakeholder sales processes, with strong discovery, presentation and negotiation skills and the confidence to engage senior decision-makers.
• You can use data and commercial insights to build compelling business cases, demonstrate ROI and challenge customers to think differently about their business.
• You are self-motivated and organised, comfortable building a market and pipeline from the ground up, and able to operate effectively with autonomy in a fast-moving environment.
• You are professionally fluent in Spanish and English, comfortable using Salesforce, Google Workspace and data to manage your business, and able to travel regularly across your territory.

OpenTable exists to serve restaurants—and that kind of hospitality and service extends to our business. You’ll find a welcoming, inclusive environment with the benefits, flexibility, and support you need to succeed.

Below is an overview of OpenTable’s benefits. Your recruiter can help answer any questions you may have.

Mental health and well-being

• 30 calendar days of vacation per year (equivalent to 23 working days)
• A day off for your birthday
• Company-wide week off each year - the whole team fully recharges
• 6 company-paid therapy sessions and 6 company-paid coaching sessions annually through SpringHealth
• Company-paid subscription to HeadSpace
• Enhanced company paid parental leave
• Flexible sick time off

Employee Experience

• Join one of our nine Employee Resource Groups as a community member or an ally.
• Participate in Champion Month programs to effect positive change for underrepresented groups
• Training and development opportunities
• Access thousands of on-demand e-learnings
• Take advantage of enriched learning and development opportunities
• Hone your skills with leadership development
• Up to $1,000 in our Development Dollars program

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.

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.