Enterprise Account Executive

5 months ago

Melbourne, Australia OpenTable Full time

With millions of diners, tens of thousands of restaurants, and 23+ years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a unique insight into the world of hospitality. We champion restaurants, bars, wineries, and other venues around the world, helping them attract guests, manage capacity, improve operations and maximize revenue.

Every employee at OpenTable has a tangible impact on what we do and how we do it. You'll also join a global network that includes OpenTable and KAYAK's portfolio of travel brands including Swoodoo, checkfelix, momondo, Cheapflights, Mundi and HotelsCombined.

Hospitality is all about taking care of others, and it defines our culture. You'll work in a welcoming and inclusive environment, and get the benefits, flexibility, and support you need to succeed.

The Enterprise Account Executive is responsible for bringing on Australia's largest restaurant and pub clients. You'll be meeting with large, national restaurant groups in Australia to determine how OpenTable can help them deliver enhanced hospitality to their guests. You will work closely with our enterprise teams to get introductions and coordinate our sales efforts, as well as build strategies for upgrading groups already on our platform.

**In this role, you will**:
**Develop enterprise sales pipeline**
- Prospect and maintain target list of accounts and contacts
- Understand and effectively manage a long sales cycle
- In the future represent OpenTable at industry conferences and trade shows to expand our network of contacts
- Build and maintain relationships with restaurant industry executives
- Coordinate with OpenTable's marketing and business development teams on account-based marketing efforts
- Highlight opportunities in our sector and challenges we will face with carefully built out scenarios.

**Sales development and closing**
- Conduct extensive research on prospect accounts and contact to prepare for meetings
- Lead online and in-person prospect meetings and product demonstrations (future travel ~40%)
- Follow up with key contacts and map out each "next step" to quickly advance the deal through the stages
- Effective use of sales CRM to track activity and deal progress
- Negotiate and close enterprise deals, including preparing contracts and client agreements
- Experience selling SaaS products with proven track record of exceeding goals
- 2+ years selling into enterprise clients (average deal size above 200,000 AUD) with multiple decision makers
- Demonstrated ability to discover client's needs by asking the right questions
- Highly organized, maintains impeccable to do lists and calendar
- Fast thinker and strong problem solving skills to quickly frame how to address a prospects problems
- Advanced negotiation skills with the ability to frame "win-win" scenarios
- Preferred: experience working in or selling into the restaurant industry
- Preferred: use of Salesforce CRM for sales tracking

**Benefits**:

- Work from (almost) anywhere; wherever you do your best work.
- Mental Health Well-being: 6 company paid therapy sessions, subscription to a meditation app, wellbeing speaker series and resources.
- Annual Health and Wellness Reimbursement.
- 1 floating day off per year to celebrate your birthday or another occasion of your choice
- Company-wide weeks off each year: the whole team recharges (and returns without a pile-up of work).
- Paid volunteer time.
- Monthly catered office events.
- Learning and Development opportunities.
- Universal Paid Parental leave.

**Diversity, Equity, and Inclusion**

OpenTable aspires to be a workplace that reflects the diverse communities we serve and a culture that is inclusive and welcoming. Hiring people with different backgrounds, experiences, perspectives, and ideas is critical to innovation and to how we deliver great experiences for our users and our partners. Representation matters.

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