Account Executive

Location: Cologne (North Rhine-Westphalia)

Compensation: €60,000 base salary + uncapped commission (circa €100,000+ OTE)

About OpenTable

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

The Account Executive is responsible for bringing new restaurant partners onto OpenTable’s dining network through a consultative sales approach. In this field-based role, you will work across Cologne, spending a significant portion of your time meeting restaurant partners in person and the remainder working remotely. You will help restaurants grow revenue and improve operations by introducing technology that supports reservations, front-of-house management, and guest experience. This role requires professional fluency in German and English and a strong ability to build credibility with restaurant operators in a competitive market.

We don't have an office in Germany so you'll spend much of your week meeting restaurant operators face-to-face across your territory, helping build trusted relationships and close new business.This field-based role combines home working with regular travel across your territory.

Responsibilities

• Identify, engage, and win new restaurant business within an assigned territory to grow OpenTable’s network.
• Deliver tailored in-person and virtual product demonstrations that clearly connect OpenTable’s solutions to each partner’s needs.
• Build trusted relationships with restaurant operators, share relevant market insights, and help them think differently about opportunities in their business.
• Develop territory plans, manage pipeline activity, forecast accurately, and process contracts using Salesforce.
• Consistently meet or exceed monthly and quarterly acquisition and revenue targets while navigating objections and competitive pressure.
• Share customer feedback with internal teams and represent OpenTable through networking, events, and ongoing engagement with the hospitality community.

Minimum Qualifications

• 5+ years of experience in consultative business-to-business enterprise sales.
• Professional fluency in German and English.
• Proven success meeting or exceeding sales targets in a consultative sales environment.
• Strong discovery, negotiation, presentation, and time management skills, with the ability to use data to influence decisions and build a business case.
• Proficiency with Google Workspace and Salesforce, a bachelor’s degree, and the ability to travel regularly within Germany for a field-based role.

Preferred Qualifications

• Experience selling software, hospitality technology, payments, or related solutions.
• Experience in restaurant management or sales within the food and beverage industry.
• Experience using customer and market insights to improve sales strategy and provide product feedback.
• Experience representing a company through industry networking and events.
• Interest in hospitality and technology, with a collaborative and learning-oriented approach.

Please note; we have a global recruitment team, so ask that your Resume is submitted in English.

What You’ll Get at OpenTable

We believe great work happens when people feel trusted, supported & excited about what they do — so we offer benefits designed to support your life, wellbeing & growth.

🌍 Flexibility that actually feels flexible

• Work from (almost) anywhere for up to 20 days per year
• 30 vacation days per year, 2 days off off your wedding, one for moving & your birthday off
• An annual company-wide recharge week where the whole business fully switches off

🧠 Support for your wellbeing

• Company-paid therapy through Spring Health
• A Headspace subscription
• An Employee Assistance Programme with 24/7 GP access, legal support & more
• Income protection & life assurance

🚀 Investment in your growth

• Development Dollars to support your learning
• Leadership development opportunities
• Access to thousands of on-demand courses & learning resources

✨ The extras that make a difference

• Paid volunteer days
• Paid parental leave
• Competitive pension contributions
• Employee Resource Groups & inclusive communities

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 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.