Account Executive, Hotels

Account Executive – Hotels

Remote role: Ideal locations Munich, Berlin, Frankfurt.

Germany

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.

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 groups to improve their restaurants’ revenue potential by applying best-in-class front-of-house management and online reservation technology. We’re looking for sales professionals who are passionate about hospitality, confident engaging senior hotel stakeholders, and comfortable selling complex technology solutions.

This is a remote position, based in Germany, with up to 40–50% domestic travel.

In this role, you will:

• Target, identify and approach prospective hotel partners across your assigned territory, introducing OpenTable products to individual hotel restaurants and hotel groups.
• Provide high-quality, data-driven in-person and online demos that are tailored to each property’s F&B operation and technology setup.
• Navigate complex decision-making processes across multiple hotel stakeholders – including F&B Directors, IT teams, Marketing, and General Managers.
• Act as a trusted advisor, educating hotels on industry trends, integrations and best practices to maximise their restaurant revenue.
• Build business cases using data and insights to demonstrate ROI and commercial value.
• Develop and execute a strategic plan for your territory, focusing on long-term relationship building and growth opportunities.
• Collaborate cross-functionally with internal teams including Marketing, Product, and Legal to support partner success.
• Consistently achieve and exceed monthly and quarterly acquisition and revenue targets.
• Utilise Salesforce to manage your pipeline, forecast accurately, and process contracts efficiently.
• Represent OpenTable at key industry events, trade shows, and networking opportunities within the hospitality sector.

Please apply if:

• You have 5+ years of proven B2B sales experience, ideally within hospitality or technology.
• You have experience selling into the hotel or hospitality segment and understand how hotel operations and F&B outlets are structured.
• You have excellent discovery skills and can adapt your sales approach to address diverse stakeholder needs.
• You are a confident communicator capable of challenging prospects to think differently about their business.
• You are passionate about hospitality and technology, with a strong ability to link value creation to business outcomes.
• You are experienced in using Salesforce CRM and Google Suite, and comfortable working with data and analytics.
• You are self-motivated, organised, and thrive in an unstructured, fast-moving environment.
• You are a native German speaker and proficient in English; proficiency in Italian or Spanish would be a strong advantage.

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 - 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

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 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.

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