Account Manager

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

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.

Note: Applicants must live in Pacific or Mountain Time Zones to align with the team and market.

Responsibilities

• Account Retention & Revenue Growth: Build and maintain strategic relationships with restaurant leadership to achieve quarterly retention and upsell targets, including contract renewals and premium marketing tool adoption.

• Consultative Business Reviews: Conduct ongoing, data-driven business reviews and executive meetings to deliver industry insights, benchmark performance, and optimize reservation flows.

• Cross-Functional Customer Advocacy: Serve as the primary point of escalation for restaurant partners, collaborating with internal product and support teams to resolve issues and inform feature enhancements.

• Marketing & Promotional Execution: Partner with the marketing team to design, execute, and evaluate custom marketing initiatives that drive program participation and diner engagement.

• Operational Excellence & Tracking: Maintain accurate account records, interaction logs, and activity metrics in Salesforce to inform territory strategy and account health forecasting.

• Industry Education & Thought Leadership: Educate operators on emerging hospitality trends and economic drivers, empowering clients to make data-informed operational decisions.

• Minimum Qualifications

• 3+ years of account management, customer success, or operational management experience within the restaurant or hospitality industry.

• Residency in either the Mountain or Pacific Time Zone area in close proximity to an airport.

• Demonstrated expertise in restaurant operations and financial analysis, including the ability to interpret P&L statements and business metrics.

• Proven track record of using a consultative approach to manage client relationships, handle objections, and achieve retention or growth goals.

• Strong written and oral communication skills, with experience preparing and delivering data-driven presentations to group audiences.

• Preferred Qualifications

• Bachelor's degree in Business Administration, Hospitality Management, or a related field.

• Hands-on experience leveraging AI tools for account research, personalized communication, and workflow efficiency.

• Proficiency with CRM platforms (such as Salesforce), Google Workspace, and Apple operating systems.

• Experience working effectively in fast-paced, evolving, or unstructured business environments.

• 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

• 20 days of paid time off

• Private health and dental insurance

• Life and Disability insurance

• 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 - $85,000 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 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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