Key Accounts Manager

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November 19

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OpenTable

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eCommerce • B2C • SaaS

OpenTable is an online restaurant reservation service that allows users to discover and book tables at restaurants across the globe. The platform offers a comprehensive list of dining options in various cities, helping diners explore popular spots and unique dining experiences. OpenTable also partners with restaurants to provide reservation management software that optimizes seating, tracks diner preferences, and offers marketing tools to improve restaurant operations. The service extends its social impact by participating in initiatives such as supporting homelessness projects through diner donations.

1001 - 5000 employees

Founded 1998

🛍️ eCommerce

👥 B2C

☁️ SaaS

💰 $36M Series C on 2000-09

📋 Description

• Serve as a trusted advisor to assigned Key Accounts, maintaining deep familiarity with each restaurant’s goals, guest experience, and competitive landscape. • Lead with a retention-first mindset, ensuring 100% engagement across assigned accounts and consistent tracking of all meetings and interactions. • Proactively identify risk factors and design tailored retention and recovery strategies. • Translate partner feedback into actionable insights that inform internal strategy and product development. • Be an expert consultant on OpenTable’s full suite of tools, including Experiences, Ticketing, GRM, Marketing, and Reporting features. • Conduct audits and optimizations that help partners fully leverage OpenTable’s capabilities. • Provide highly customized business reviews and data-driven recommendations that demonstrate measurable impact. • Collaborate with Product and GTM teams to ensure that feature development aligns with restaurant needs and emerging market trends. • Partner with Sales, Marketing, and Events to deliver seamless, integrated support for key restaurant initiatives. • Contribute to campaign planning, co-marketing activations, and industry events that amplify Key Accounts’ visibility and performance. • Work with internal leadership to represent the voice of the customer, influencing future strategy, process improvements, and platform enhancements. • Support special programs such as the Chase Sapphire Reserve Dining Collection, Icons, and other high-value partnerships, ensuring compliance and exceptional representation. • Manage data accuracy and system hygiene across internal tracking sheets, Salesforce, and analytics dashboards. • Participate in market visits, QBRs, and on-site meetings to strengthen relationships and identify new growth opportunities. • Represent OpenTable and the Key Accounts team at industry events, conferences, and partner activations. • Maintain a consistent cadence of communication and documentation across all assigned accounts. • Deliver quarterly reporting on portfolio health, retention, engagement, and program participation. • Contribute to internal best-practice development, including playbooks, templates, and process refinements that enhance the overall Key Accounts function.

🎯 Requirements

• Deep expertise in restaurant operations and hospitality; 2+ years of account management or equivalent experience with high-end, awarded, or multi-concept restaurant groups. • Current expert working knowledge of OpenTable platform, including all table management software and front of house operation features • Proven success in relationship management, strategic consulting, and negotiation with executive-level stakeholders. • Demonstrated ability to analyze data and translate insights into actionable strategies. • Experience collaborating cross-functionally with marketing, sales, and product teams. • Proficiency in Google Workspace, Salesforce, and analytics tools such as Preset • Excellent organizational, communication, and presentation skills, with the ability to tailor messaging for executive and operator audiences. • Comfortable working in a fast-paced, unstructured, and collaborative environment that values creativity and accountability. • Willingness to travel 20–30% to meet with key accounts across assigned markets.

🏖️ Benefits

• 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 • Competitive retirement and health plans