Account Manager

About this role

With millions of diners, 60,000+ 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

As an Account Manager, you will act as a trusted restaurant consultant and manage a diverse portfolio of accounts throughout the Washington, DC area. You will champion our restaurant partners by managing the full post-sale customer lifecycle, helping them optimize reservation flows, improve operations, and maximize revenue. By driving meaningful product adoption and gathering crucial feedback for our upgrades, you will have a tangible impact on the success of both local businesses and our global network. This role involves significant time in the field to cultivate strong, in-person relationships primarily in DC, and secondarily in the Maryland and Virginia region. This hire must be located in Washington, DC or metro commutable suburbs.

Responsibilities

• Serve as a strategic advisor to restaurant partners by cultivating relationships, conducting data-driven business reviews, and acting as the primary contact for customer inquiries.

• Achieve quarterly sales and retention objectives by identifying opportunities to provide premium marketing tools and aiding in contract renewals.

• Optimize restaurant operations by assisting with system configurations and educating operators on actionable industry trends.

• Collaborate with your Account Executive counterparts through an account management lens, embodying OpenTable’s #WinAsOne value.

• Collaborate cross-functionally with marketing on occasional promotional programs.

• Provide crucial product feedback by capturing restaurant feature requests and functionality requirements to guide future system upgrades.

• Conduct regular in-person meetings with restaurant partners in your market, dedicating up to 75% of your time to in-person field engagements.

• Strengthen local community presence by representing OpenTable at industry events, expected less than 10% of time.

Minimum Qualifications

• 3+ years of account management, customer service, or equivalent experience within a restaurant or hospitality environment; restaurant experience preferred.

• Comprehensive understanding of restaurant operations and management, including familiarity with Profit and Loss financial statements, specifically around marketing and ROI.

• Proven ability to handle business objections, utilize a consultative sales approach, conduct marketing and ROI analyses, and effectively present data-driven insights.

• Excellent organizational, communication, and interpersonal skills, with the ability to manage time effectively while working independently in a remote or field setting.

• Proficiency with modern productivity tools, including Google suite (Sheets, Docs, etc.) and Apple operating systems, as well as experience tracking activity in customer relationship management (CRM) software such as Salesforce.

Preferred Qualifications

• Advanced analytical skills with a strong track record of identifying new business opportunities within existing client portfolios.

• Experience collaborating seamlessly across multiple departments to achieve strategic results in a fast-paced environment.

• Demonstrated ability to lead training sessions and deliver compelling presentations to business operators and leadership groups.

• High adaptability and appreciation for working in an innovative, forward-thinking environment.

• Familiarity with the local hospitality and restaurant landscape in the Washington, DC market.

Benefits and Perks

• Work from (almost) anywhere for up to 20 days per year

• Focus on mental health and well-being:

• Company-paid therapy sessions through SpringHealth

• Company-paid subscription to Headspace

• Annual company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!)

• Paid parental leave

• Generous paid vacation + time off for your birthday

• Paid volunteer time

• Focus on your career growth:

• Development Dollars

• Leadership development

• Access to thousands of on-demand e-learnings

• Travel Discounts

• Employee Resource Groups

• Competitive retirement and health plans

Note for MA applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

There are a variety of factors that go into determining a salary range, including but not limited to external market benchmark data, geographic location, and years of experience sought/required. The range for this United States located role is $85,000 - $90,000 USD .

We offer a competitive base salary and benefits including: health benefits; flexible spending account; retirement benefits; life insurance; paid time off (including PTO, paid sick leave, medical leave, bereavement leave, floating holidays and paid holidays); and parental leave benefits. This role is eligible to be considered for an annual bonus.

Work Environment & Flexibility

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 communicatio

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