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>We are seeking a results-driven Account Manager to lead customer retention and revenue growth across a portfolio of restaurant partners in markets within both the Western and Mountain Time Zones. Reporting to the Manager of Account Management, this field-based role serves as a trusted advisor to local restaurant operators by delivering data-driven insights and optimizing reservation workflows. In this position, you will proactively engage with leadership to overcome operational challenges, champion customer needs cross-functionally, and expand adoption of premium marketing solutions. The ideal candidate brings a collaborative mindset, deep industry familiarity, and a passion for supporting the local hospitality ecosystem.</p> <p><strong><em>Note: Applicants must live in Pacific or Mountain Time Zones to align with the team and market.</em></strong></p> <p><strong>Responsibilities</strong></p> <ul> <li> <p><strong>Account Retention &amp; Revenue Growth: </strong>Build and maintain strategic relationships with restaurant leadership to achieve quarterly retention and upsell targets, including contract renewals and premium marketing tool adoption.</p> </li> <li> <p><strong>Consultative Business Reviews: </strong>Conduct ongoing, data-driven business reviews and executive meetings to deliver industry insights, benchmark performance, and optimize reservation flows.</p> </li> <li> <p><strong>Cross-Functional Customer Advocacy: </strong>Serve as the primary point of escalation for restaurant partners, collaborating with internal product and support teams to resolve issues and inform feature enhancements.</p> </li> <li> <p><strong>Marketing &amp; Promotional Execution: </strong>Partner with the marketing team to design, execute, and evaluate custom marketing initiatives that drive program participation and diner engagement.</p> </li> <li> <p><strong>Operational Excellence &amp; Tracking: </strong>Maintain accurate account records, interaction logs, and activity metrics in Salesforce to inform territory strategy and account health forecasting.</p> </li> <li> <p><strong>Industry Education &amp; Thought Leadership: </strong>Educate operators on emerging hospitality trends and economic drivers, empowering clients to make data-informed operational decisions.</p> </li> </ul> <p>&nbsp;</p> <p><strong>Minimum Qualifications</strong></p> <ul> <li> <p>3+ years of account management, customer success, or operational management experience within the restaurant or hospitality industry.</p> </li> <li> <p>Residency in either the Mountain or Pacific Time Zone area in close proximity to an airport.&nbsp;</p> </li> <li> <p>Demonstrated expertise in restaurant operations and financial analysis, including the ability to interpret P&amp;L statements and business metrics.</p> </li> <li> <p>Proven track record of using a consultative approach to manage client relationships, handle objections, and achieve retention or growth goals.</p> </li> <li> <p>Strong written and oral communication skills, with experience preparing and delivering data-driven presentations to group audiences.&nbsp;</p> </li> </ul> <p>&nbsp;</p> <p><strong>Preferred Qualifications</strong></p> <ul> <li> <p>Bachelor's degree in Business Administration, Hospitality Management, or a related field.</p> </li> <li> <p>Hands-on experience leveraging AI tools for account research, personalized communication, and workflow efficiency.</p> </li> <li> <p>Proficiency with CRM platforms (such as Salesforce), Google Workspace, and Apple operating systems.</p> </li> <li> <p>Experience working effectively in fast-paced, evolving, or unstructured business environments.</p> </li> </ul> <p>&nbsp;</p> <p><strong>Benefits and Perks</strong></p> <ul> <li> <p>Work from (almost) anywhere for up to 20 days per year</p> </li> <li> <p>Focus on mental health and well-being:</p> <ul> <li> <p>Company-paid therapy sessions through SpringHealth</p> </li> <li> <p>Company-paid subscription to Headspace</p> </li> <li> <p>Annual company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!)</p> </li> </ul> </li> <li> <p>Paid parental leave</p> </li> <li> <p>Generous paid vacation + time off for your birthday</p> </li> <li> <p>Paid volunteer time</p> </li> <li> <p>Focus on your career growth:</p> <ul> <li> <p>Development Dollars</p> </li> <li> <p>Leadership development</p> </li> <li> <p>Access to thousands of on-demand e-learnings</p> </li> </ul> </li> <li> <p>Travel Discounts</p> </li> <li> <p>Employee Resource Groups</p> </li> <li> <p>20 days of paid time off</p> </li> <li> <p>Private health and dental insurance</p> </li> <li> <p>Life and Disability insurance</p> </li> </ul> <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 <strong>$80,000 - $85,000 USD</strong>.</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-Remote<br>#LI-CW2</p>