Responsibilities
- Qualify restaurant leads through the application of an ICP (Ideal Customer Profile), assessing their fit with OpenTable's offerings, ensuring that only qualified prospects are passed on to Account Executives
- Secure sales appointments with qualified leads for Account Executives
- Conduct outbound prospecting activities, including cold calling, emailing, and social media outreach, to identify and engage potential restaurant clients.
- Educate prospects about OpenTable's products, services, and features, highlighting the value they bring to restaurant operations and customer experiences.
- Collaborate with Account Executives to strategize on target accounts, share insights, and align efforts for successful conversions.
- Build and maintain strong relationships with restaurant owners, managers, and decision-makers, fostering trust and credibility as a knowledgeable resource.
- Use customer relationship management software (i.e Salesforce) to track prospect activity, update information, and maintain accurate records of interactions and opportunities.
- Stay informed about industry trends, competitive landscape, and restaurant market conditions to identify new opportunities and challenges.
- Attend sales meetings, training sessions, and professional development activities to enhance product knowledge, sales skills, and industry expertise.
Requirements
- 3-5 year experience in sales development, business development, or a similar role, preferably in the hospitality, technology, or SaaS industry.
- Proven track record of success in generating leads, qualifying prospects, and meeting or exceeding sales targets and quotas.
- Excellent communication and interpersonal skills, with the ability to build rapport, listen attentively, and influence potential clients.
- Proficiency in delivering a compelling basic sales pitch and conducting basic selling techniques to effectively engage potential clients and generate interest.
- Strong presentation and negotiation abilities, with the capacity to tailor messaging to specific restaurant needs and struggles.
- Self-motivated, with a proactive approach to lead generation and pipeline management.
- Ability to work collaboratively in a team-oriented environment, collaborating with Account Executives and cross-functional teams.
- Familiarity with CRM software (e.g., Salesforce) and other sales productivity tools (e.g, Groove).
Nice to Have
- Understanding of the restaurant industry and familiarity with OpenTable's platform and solutions is advantageous.
- Bachelor's degree in business, marketing, or a related field is preferred.
Additional Information
- Benefits of this position will be discussed during the interview process
- 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.
