Key Accounts Manager

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.

With a commitment to professionalism, creativity and a deep understanding of competitive dynamics, the mission of the Key Accounts Manager is to protect and grow - demonstrated through exceptional customer service, radical transparency, and insightful problem-solving. 

Key Accounts management is dedicated to fostering growth within each market through extensive product knowledge, leveraging existing relationships, industry insights, and partnerships with OpenTable Sales & Marketing teams.

By seamlessly collaborating with internal product teams and participating in strategic feedback sessions, the Key Account manager ensures that our product development aligns with restaurants’ collective needs and market demands. This team supports the country’s most awarded, influential, and strategically important restaurants — ensuring they remain engaged, optimized, and positioned for long-term success on OpenTable. 

 We’re ideally looking for candidates based near a major metropolitan area to support occasional travel and in-market needs.

Core Responsibilities

• 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.

Qualifications

• 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 and Perks

• 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

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. The range for this United States located role is $75,000-$85,000 USD.

We offer a competitive base salary and benefits including: 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 benefits. This role is eligible to be considered for an annual bonus.