Account Executive (Scotland)

Account Executive (Scotland)

Location: Edinburgh (Remote based in Region)

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 Executive in Scotland, you will drive the expansion of our dining network by acquiring new restaurant partners through a consultative sales approach. You will act as a trusted advisor to top restaurants, demonstrating how our industry-leading front-of-house management and online reservation technology can optimize their revenue potential. In this remote position with up to 60% domestic travel, you will play a crucial role in empowering restaurants to focus on their teams and guests. Your strategic efforts will directly influence our market presence and the continued success of the hospitality industry in your territory.

Responsibilities 

Identify, target, and approach prospective restaurant customers within your assigned territory to drive revenue and consistently exceed acquisition targets.

Cultivate and maintain strong relationships with elite restaurant partners, acting as a strategic consultant to challenge their business perspectives and offer industry insights.

Deliver high-quality, customized, data-driven demonstrations of our solutions in person and online to address specific partner needs.

Develop comprehensive business plans to define selling strategies, overcome competitive objections, and drive long-term business value.

Utilise Salesforce effectively to manage your territory, forecast sales activity, process contracts, and stay organized.

Gather and present valuable customer feedback to product and marketing teams while maintaining visibility in the hospitality industry through networking.

Minimum Qualifications

5+ years of experience in business-to-business (B2B) enterprise sales.

Proven track record of goal-oriented sales performance, including outbound lead generation and pipeline management.

Proficiency with CRM software (such as Salesforce) and Google Workspace.

Ability to work independently in a remote environment with up to 60% domestic travel.

Preferred Qualifications

Bachelor's degree or equivalent practical experience.

Prior restaurant management or sales experience within the food and beverage industry.

Strong ability to leverage data and analytics to inform strategic decision-making and build compelling business cases.

Exceptional time management, discovery, and negotiation skills.

A highly collaborative, team-oriented mindset with a passion for continuous learning and hospitality technology.

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

5 weeks 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

Private health & dental insurance

Income protection and life assurance

Employee Assistance Program - including 24/7 GP & free legal advice

Pension plan contributions

Discounted gym membership

Bike2Work

Season ticket loan

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 any reasonable adjustments during the application/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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