The posting
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.
This role will be covering accounts across EMEA, but mainly in Germany. It is essential that you speak both German & English fluently. You should expect to travel to meet with your accounts regularly too.
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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