Key Account Manager

With millions of diners, 70,000+ 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 Key Account Manager plays a crucial role in supporting a curated portfolio of strategically important, high-visibility restaurant partners. In this specialized role, you will apply a high-touch, tailored support model to protect and grow these valuable partnerships through exceptional customer care and thoughtful problem-solving. By acting as a trusted advisor and operational partner, you will ensure these influential restaurants maximize their value and achieve long-term success on the platform. You will also collaborate cross-functionally to champion bespoke operational needs and elevate the overall partner experience.

This position is based in New York City and requires regular local travel.

Responsibilities

• Serve as a strategic advisor for a curated portfolio of critical accounts, developing customized retention and growth strategies aligned with each partner's operational goals.
• Establish a proactive account-management cadence, delivering customized business reviews and actionable recommendations based on data-driven insights.
• Act as an expert consultant on product solutions, conducting audits to optimize platform usage and supporting strategic partnership initiatives.
• Guide complex onboarding for new accounts and coordinate cross-functional support during high-priority launches and transitions.
• Translate partner feedback and field insights into actionable recommendations for internal stakeholders, serving as the structured voice of the customer.
• Drive operational excellence by maintaining accurate documentation, contributing to scalable workflows, and representing the brand professionally during market visits.

Minimum Qualifications

• 3+ years of experience in account management, hospitality, restaurant operations, or a closely related field.
• Proven ability to build strong strategic relationships, provide consultative guidance, and communicate effectively with executive-level stakeholders.
• Demonstrated analytical skills with the ability to interpret data and metrics to identify trends, shape strategy, and measure impact.
• Excellent organizational, communication, and presentation skills suited for adapting messaging across various audiences.
• Must be based in New York City metro with the ability to travel domestically up to 60% for in-person customer meetings, territory mapping, and industry networking events.

Preferred Qualifications

• Experience managing high-profile, high-touch, or complex multi-stakeholder accounts.
• Deep knowledge of hospitality culture, competitive market dynamics, and the operational workflows of influential restaurants.
• Familiarity with hospitality tools, customer relationship management (CRM) systems, and related platform capabilities.
• Proven success collaborating with cross-functional teams such as Sales, Marketing, Product, and Onboarding.
• Proficiency with enterprise software (e.g., Salesforce, Google Workspace) and comfort using modern workflow efficiency tools.

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
• Free lunch 5 days per week
• Beautiful office in the Empire State Building with lots of building amenities, such as a gym,  multi-purpose room, in-building Starbucks, and more. 

The best connections happen face-to-face, whether you’re sitting down to dinner or having coffee with a coworker. That’s why OpenTable has adopted a hybrid workplace model. This role aligns with that approach, with an expectation of coming into the office two days a week—giving employees the best of both worlds: in-person collaboration and flexibility.

Note for MA applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

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 $80,000 - $90,000 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.

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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