Senior Key Account Manager

About this role

Responsibilities

• With a commitment to professionalism, creativity and a deep understanding of competitive dynamics, the mission of the Senior Key Account Manager is to protect and grow OpenTable’s most strategic restaurant relationships—demonstrated through exceptional customer service, radical transparency, and insightful, data-driven problem-solving.
• Key Accounts management is dedicated to fostering growth within each market through extensive product knowledge, leveraging executive-level relationships, industry insights, and close partnerships with OpenTable Sales, Marketing, Product, and Operations teams.
• By collaborating with internal product teams and participating in strategic feedback forums, the Senior 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 regular travel and in-market needs across the UK and EMEA.
• In this role, you will:
• Serve as a strategic advisor to a portfolio of high-value Key Accounts, maintaining deep familiarity with each restaurant group’s goals, guest experience, operating model, and competitive landscape.
• Lead with a retention-and-growth-first mindset, driving portfolio-level strategies that maximise engagement, upsell, and cross-sell opportunities across assigned accounts.
• Own and track portfolio health KPIs (retention, revenue, engagement, product adoption), providing clear visibility to leadership on risk, opportunities, and forecasts.
• Proactively identify risk factors at the account and portfolio level, designing tailored retention, recovery, and expansion plans that bring together cross-functional partners as needed.
• Translate partner feedback into structured, actionable insights that inform internal strategy, product roadmaps, and go-to-market plans.
• Be an expert consultant on OpenTable’s full suite of tools, including Experiences, Ticketing, Guest Relationship Management (GRM), Marketing, and Reporting features, and coach partners on best practice usage.
• Conduct detailed audits and optimisations that help partners fully leverage OpenTable’s capabilities, improve operational efficiency, and enhance guest experience.
• Provide highly customised business reviews and data-backed recommendations that clearly demonstrate measurable impact and return on investment at executive level.
• Collaborate closely with Product, Analytics, and GTM teams to ensure that feature development and launches align with restaurant needs and emerging market trends.
• Partner with Sales, Marketing, and Events to deliver seamless, integrated support for key restaurant initiatives, including openings, concept launches, and promotional campaigns.
• Contribute to campaign planning, co-marketing activations, and industry events that amplify Key Accounts’ visibility, brand, and performance on OpenTable.
• Work with internal leadership to represent the voice of the customer, influencing future strategy, process improvements, and platform enhancements.
• Support special programmes such as the Chase Sapphire Reserve Dining Collection, Icons, and other high-value partnerships, ensuring compliance and exceptional representation of OpenTable and our restaurant partners.
• Manage data accuracy and system hygiene across internal tracking sheets, Salesforce, and analytics dashboards, ensuring reliable reporting and decision-making.
• Participate in market visits, QBRs, and on-site executive meetings to strengthen relationships and uncover new growth opportunities.
• Represent OpenTable and the Key Accounts team at industry events, conferences, and partner activations, acting as a senior ambassador for our brand.
• Maintain a consistent cadence of structured communication and documentation across all assigned accounts, ensuring clear next steps and accountability.
• Contribute to internal best-practice development, including playbooks, templates, enablement materials, and process refinements that elevate the overall Key Accounts function.
• Where applicable, mentor and coach more junior team members, sharing best practices and supporting their development.
• Please apply if:
• You have deep expertise in restaurant operations and hospitality, with 4+ years of account management or equivalent experience working with high-end, awarded, or multi-concept restaurant groups and/or enterprise hospitality partners.
• You bring strong strategic relationship management experience and are comfortable engaging and negotiating with owner-operators, C-suite, and senior stakeholders.
• You have expert working knowledge of the OpenTable platform (or similar restaurant technology), including table management software and front-of-house operation features, and are excited to become an internal subject-matter expert.
• You have a proven track record of using data and insights to diagnose issues, build compelling narratives, and drive impactful recommendations and commercial outcomes.
• You have experience collaborating cross-functionally with Marketing, Sales, Product, and Operations teams to build and execute joint plans.
• You are proficient with Google Workspace, Salesforce, and analytics tools (e.g. Preset or similar BI platforms), and comfortable navigating dashboards, reports, and large datasets.
• You are highly organised with excellent written, verbal, and presentation skills, and can confidently tailor messaging for both executive and operator audiences.
• You enjoy working in a dynamic, evolving, and collaborative environment that values creativity, ownership, and accountability.
• You are willing and able to travel 20–30% of the time to meet with key accounts across your assigned markets (primarily within the UK, with occasional EMEA travel).
• 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 collaborate with international colleagues, respond to restaurant partners, and/or address urgent matters. OpenTable will always abide by and consider local laws and regulations.
• Benefits and perks (UK)
• 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
• 5 weeks paid vacation
• Private health & dental insurance
• Income protection and life assurance
• Employee Assistance Program – including 24/7 GP & free legal advice
• Pension plan contributions
• Discounted gym membership
• Bike2Work
• Season ticket loan
• Social events & Thursday happy hours
• Free lunch 2 days per week
• 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.

About OpenTable

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