Account Executive, Hotels

About the Job

Responsibilities

• Build, manage, and accurately forecast a qualified sales pipeline across independent hotel properties, management companies, and multi-property groups.
• Lead full-cycle consultative sales engagements from initial prospecting and executive discovery through solution design, negotiation, and contract execution.
• Establish trusted partnerships with key stakeholders across property, regional, and corporate levels, including general managers, food and beverage directors, marketing, technology, and procurement.
• Deliver customized solution presentations, executive business cases, and ROI narratives that showcase OpenTable's platform capabilities, data insights, and integration value.
• Execute structured territory and account plans that align customer priorities with tailored value propositions and clear paths to deal closure.
• Collaborate seamlessly with cross-functional teams—including Account Management, Implementation, Product, Legal, and Revenue Strategy—to ensure smooth customer onboarding and long-term retention.

Minimum Qualifications

• 3+ years of experience in B2B sales, account executive roles, or consultative business development.
• Demonstrated track record of consistently managing complex, multi-stakeholder sales cycles and achieving or exceeding revenue targets.
• Proven ability to construct and present executive-level business cases, ROI analyses, and data-driven solution proposals.
• Proficiency with Salesforce or equivalent CRM platforms for pipeline management, activity tracking, and forecasting accuracy.
• Ability to travel as required for client meetings, site visits, and industry forums.

Preferred Qualifications

• Experience selling SaaS, travel technology, or enterprise software solutions into the hospitality, hotel, or restaurant industries.
• In-depth understanding of hotel operational structures, technology ecosystems, and decision-making processes across property and corporate teams.
• Strong background in territory planning, competitive intelligence analysis, and consultative selling methodologies.
• Experience navigating complex corporate legal, procurement, and contract negotiation processes within enterprise accounts.
• Demonstrated history of sharing market insights, successful sales playbooks, and peer coaching to elevate team performance.
• Benefits and Perks
• Work from (almost) anywhere for up to 20 days per year
• 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
• Development Dollars
• Leadership development
• Access to thousands of on-demand e-learnings
• Travel Discounts
• Employee Resource Groups
• Competitive retirement and health plans
• Note for MA applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
• 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. On-target earnings range from $160,000 - $165,000 USD annually through a combination of base salary and uncapped monthly sales incentives. The base salary range for this United States located role is $65,000 - $70,000 USD plus uncapped commission.
• In addition to a competitive base salary, roles are eligible for additional compensation and benefits including: commission-based compensation; 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 and benefits.

Benefits and Perks