Key Account Manager at OpenTable

<p>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.&nbsp;</p> <p>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.</p> <p>&nbsp;</p> <p><strong>About the job</strong></p> <p>The Key Account Manager plays a crucial role in supporting a curated portfolio of strategically important, high-visibility restaurant partners. In this specialized role, you will apply a high-touch, tailored support model to protect and grow these valuable partnerships through exceptional customer care and thoughtful problem-solving. By acting as a trusted advisor and operational partner, you will ensure these influential restaurants maximize their value and achieve long-term success on the platform. You will also collaborate cross-functionally to champion bespoke operational needs and elevate the overall partner experience.</p> <p><em><strong>This position is based in New York City and requires regular local travel.</strong></em></p> <p><strong>Responsibilities</strong></p> <ul> <li>Serve as a strategic advisor for a curated portfolio of critical accounts, developing customized retention and growth strategies aligned with each partner's operational goals.</li> <li>Establish a proactive account-management cadence, delivering customized business reviews and actionable recommendations based on data-driven insights.</li> <li>Act as an expert consultant on product solutions, conducting audits to optimize platform usage and supporting strategic partnership initiatives.</li> <li>Guide complex onboarding for new accounts and coordinate cross-functional support during high-priority launches and transitions.</li> <li>Translate partner feedback and field insights into actionable recommendations for internal stakeholders, serving as the structured voice of the customer.</li> <li>Drive operational excellence by maintaining accurate documentation, contributing to scalable workflows, and representing the brand professionally during market visits.</li> </ul> <p><strong>Minimum Qualifications</strong></p> <ul> <li>3+ years of experience in account management, hospitality, restaurant operations, or a closely related field.</li> <li>Proven ability to build strong strategic relationships, provide consultative guidance, and communicate effectively with executive-level stakeholders.</li> <li>Demonstrated analytical skills with the ability to interpret data and metrics to identify trends, shape strategy, and measure impact.</li> <li>Excellent organizational, communication, and presentation skills suited for adapting messaging across various audiences.</li> <li>Must be based in New York City metro with the ability to travel domestically up to 60% for in-person customer meetings, territory mapping, and industry networking events.</li> </ul> <p><strong>Preferred Qualifications</strong></p> <ul> <li>Experience managing high-profile, high-touch, or complex multi-stakeholder accounts.</li> <li>Deep knowledge of hospitality culture, competitive market dynamics, and the operational workflows of influential restaurants.</li> <li>Familiarity with hospitality tools, customer relationship management (CRM) systems, and related platform capabilities.</li> <li>Proven success collaborating with cross-functional teams such as Sales, Marketing, Product, and Onboarding.</li> <li>Proficiency with enterprise software (e.g., Salesforce, Google Workspace) and comfort using modern workflow efficiency tools.</li> </ul> <h4>&nbsp;</h4> <h4><strong>Benefits and Perks</strong></h4> <ul> <li>Work from (almost) anywhere for up to 20 days per year</li> <li>Focus on mental health and well-being:</li> <ul> <li>Company-paid therapy sessions through SpringHealth</li> <li>Company-paid subscription to Headspace</li> <li>Annual company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!)</li> </ul> <li>Paid parental leave</li> <li>Generous paid vacation + time off for your birthday</li> <li>Paid volunteer time</li> <li>Focus on your career growth:</li> <ul> <li>Development Dollars</li> <li>Leadership development</li> <li>Access to thousands of on-demand e-learnings</li> </ul> <li>Travel Discounts</li> <li>Employee Resource Groups</li> <li>Free lunch 5 days per week</li> <li>Beautiful office in the Empire State Building with lots of building amenities, such as a gym,&nbsp; multi-purpose room, in-building Starbucks, and more.&nbsp;</li> </ul> <p>The best connections happen face-to-face, whether you’re sitting down to dinner or having coffee with a coworker. That’s why OpenTable has adopted a hybrid workplace model. This role aligns with that approach, with an expectation of coming into the office two days a week—giving employees the best of both worlds: in-person collaboration and flexibility.</p> <p>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.</p> <p>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 $80,000 - $90,000USD.</p> <p>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.</p> <p>&nbsp;</p> <p><strong>Work Environment &amp; Flexibility</strong></p> <p>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.</p> <p>&nbsp;</p> <p><strong>Inclusion</strong></p> <p>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.</p> <p>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.</p> <p>#LI-HYBRID</p>