Manager, Account Executive

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. About the job The role of Manager, Account Executives leads a team of field sales professionals responsible for acquiring new restaurant partners and growing OpenTable's footprint within assigned markets. In this role, you will drive local business growth by coaching your sales team, designing comprehensive territory plans, and overseeing pipeline execution to meet monthly and quarterly targets. By partnering closely with cross-functional teams such as Account Management, Operations, and Marketing, you will help streamline the partner onboarding experience, implement regional market strategies and focus on the development of your team in their various stages of experience and development. This leadership position demands strong coaching instincts, robust business acumen, and a proactive approach to territory ownership that elevates collective performance across the sales organization. Responsibilities • Lead, mentor, and develop a team of field sales professionals through regular performance evaluations, call reviews, and on-ground ride-alongs to cultivate talent and consistently achieve acquisition goals. • Strategize and manage territory allocations, including geographic distribution, target list construction, and account segmentation to maximize market opportunities and team efficiency. • Monitor and optimize sales pipeline health, accurate forecasting metrics, and commercial contract exceptions using customer relationship management systems to ensure sustainable revenue growth. • Collaborate with cross-functional stakeholders including Account Management, Sales Operations, Onboarding, RevStrat, Product, and Billing to resolve operational escalations and facilitate a seamless onboarding lifecycle for newly signed venues. • Formulate and execute comprehensive localized business plans and market priorities in alignment with regional directors to navigate competitive challenges effectively. • Drive the internal adoption of advanced sales enablement tools, technical workflows, and prospecting methodologies to continuously modernize and elevate the team's selling behaviors. • Position requires frequent evening events and networking representing OpenTable at Industry functions as well as at customer & prospect accounts generally. Minimum Qualifications • 3+ years of professional experience managing, coaching, and leading field sales teams within quota-driven B2B sales, software-as-a-service, or hospitality technology environments. • Deep understanding of restaurant operations, market economics, and the competitive landscape of online reservation or front-of-house table management systems. • Demonstrated proficiency using customer relationship management systems to conduct rigorous pipeline analysis, design sales forecasts, and manage territory data. • Experience managing commercial contract negotiations, structuring complex sales proposals, and balancing partner value with enterprise revenue objectives. • Strong written, verbal, and presentation communication skills with a proven track record of influencing cross-functional stakeholders and representing an organization