Sales Development Representative

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.

As an OpenTable Sales Development Representative, you will be an integral part of our sales team, responsible for generating new business opportunities and driving revenue growth. You will engage with potential restaurant clients, educate them about OpenTable’s reservation and guest management solutions, and ultimately secure appointments for our Account Executives. Your ability to effectively communicate the value of our products, build relationships, and meet sales targets will contribute to the overall success of our company.

In this role, you will:

- Qualify restaurant leads through the application of an ICP (Ideal Customer Profile), assessing their fit with OpenTable’s offerings, ensuring that only qualified prospects are passed on to Account Executives

- Secure sales appointments with qualified leads for Account Executives

- Conduct outbound prospecting activities, including cold calling, emailing, and social media outreach, to identify and engage potential restaurant clients.

- Educate prospects about OpenTable’s products, services, and features, highlighting the value they bring to restaurant operations and customer experiences.

- Collaborate with Account Executives to strategize on target accounts, share insights, and align efforts for successful conversions.

- Build and maintain strong relationships with restaurant owners, managers, and decision‑makers, fostering trust and credibility as a knowledgeable resource.

- Use customer relationship management software (i.e Salesforce) to track prospect activity, update information, and maintain accurate records of interactions and opportunities.

- Stay informed about industry trends, competitive landscape, and restaurant market conditions to identify new opportunities and challenges.

- Attend sales meetings, training sessions, and professional development activities to enhance product knowledge, sales skills, and industry expertise.

Please apply if:

- 3-5 year experience in sales development, business development, or a similar role, preferably in hospitality, technology, or SaaS industry.

- Proven track record of success in generating leads, qualifying prospects, and meeting or exceeding sales targets and quotas.

- Excellent communication and interpersonal skills, with the ability to build rapport, listen attentively, and influence potential clients.

- Proficiency in delivering a compelling basic sales pitch and conducting basic selling techniques to effectively engage potential clients and generate interest.

- Strong presentation and negotiation abilities, with the capacity to tailor messaging to specific restaurant needs and struggles.

- Self‑motivated, with a proactive approach to lead generation and pipeline management.

- Ability to work collaboratively in a team‑oriented environment, collaborating with Account Executives and cross‑functional teams.

- Familiarity with CRM software (e.g., Salesforce) and other sales productivity tools (e.g, Groove).

- Understanding of the restaurant industry and familiarity with OpenTable’s platform and solutions is advantageous.

- Bachelor’s degree in business, marketing, or a related field is preferred.

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

Focus on your career growth:

Access to thousands of on‑demand e‑learnings

Travel Discounts

Employee Resource Groups

Annual health and wellness reimbursement

Monthly social events

Free lunch 2 days per week

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.

OpenTable, Inc. and its respective subsidiaries (together, ‘OpenTable”, “our/we/us”, or “Company”) will process your personal data in accordance with applicable data protection laws for the purposes described in our privacy notice (OpenTable (Germany) andOpenTable (All Other Locations) ). As part of the application process OpenTable may share your personal data across our group of companies, subject to our privacy notice and applicable laws. In order to consider you for new positions, OpenTable may keep your personal data for 6 months (within the EU) and 2 years (in all other regions), unless otherwise required by applicable law.

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