Account Manager - Enterprise

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 this role:

Reporting to the Manager, Enterprise EMEA, the Enterprise Account Manager is responsible for managing a portfolio of OpenTable’s most strategic and commercially significant restaurant group partners across the region.

This is a highly consultative account management role designed for individuals who have experience partnering with complex enterprise customers and can credibly advise senior hospitality stakeholders on operational performance, commercial strategy and technology adoption.

You will own executive-level relationships across multi-site and enterprise restaurant groups, acting as a strategic advisor to help partners maximise the value of OpenTable’s solutions while driving long-term retention, product utilisation, and commercial growth.

We are specifically seeking candidates with substantial enterprise account management experience / direct experience within the restaurant, hospitality, or hospitality technology industry. Candidates without one of these are unlikely to be the right fit for this opportunity.

This is a hybrid role based at our London office, with regular travel required across your territory.

In this role, you will:

Own and develop relationships with senior stakeholders across a portfolio of enterprise and strategic restaurant group partners

Act as the primary strategic advisor to customers post-sale, driving retention, utilisation, and commercial growth

Deliver consultative business reviews grounded in data, operational insight, and industry expertise

Influence customer strategy by advising on guest trends, operational best practices, and revenue optimisation opportunities

Navigate complex stakeholder groups and build consensus across operational and executive decision-makers

Identify commercial risks and growth opportunities proactively across your portfolio

Partner cross-functionally with Sales, Product, Marketing, and Support to deliver strategic solutions for customers

Consistently achieve retention and revenue targets within a high-performance environment

About you:

Extensive Enterprise or Strategic Account Management experience managing complex, high-value B2B accounts

Direct restaurant, hospitality, or hospitality technology industry experience is essential

Proven success managing executive-level stakeholder relationships within multi-site, enterprise, or strategic customer organisations

Deep understanding of restaurant operations and the operational/commercial challenges facing hospitality groups

Strong consultative and commercial skillset, with the ability to challenge customer thinking and influence strategic decisions

Highly analytical and confident using data to shape recommendations and demonstrate ROI

Comfortable operating autonomously in a fast-paced, target-driven environment

Experience with Salesforce or equivalent CRM preferred

Benefits and Perks

🌍 Flexibility & time off

Enjoy the option to work from almost anywhere for up to 20 days per year, generous vacation time, your birthday off, paid volunteer days, and our annual company-wide recharge week where the whole team takes time to reset.

🧠 Health & wellbeing

Your wellbeing matters to us. We offer private health & dental insurance, company-paid therapy through SpringHealth, a Headspace subscription, and an Employee Assistance Program including 24/7 GP access and legal advice, alongside income protection and life assurance.

📈 Growth & development

We invest in your career with Development Dollars, leadership development opportunities, and thousands of on-demand learning resources.

✨ Extra perks

Additional benefits include pension contributions, discounted gym membership, Bike2Work and season ticket loans, Employee Resource Groups, regular social events and Thursday happy hours, plus free lunch in the office twice per week.

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.

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