Director, B2B Growth Marketing (Hybrid)

Location: San Francisco, CA – Hybrid (2 days per week in office)

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 that includes and its portfolio of metasearch brands. Hospitality is all about taking care of others, and it defines our culture.

About the job

OpenTable is looking for a Director of B2B Growth Marketing to lead the growth engine that helps restaurants discover, adopt, and grow with our products. You’ll own full-funnel performance across self-serve and sales-assisted motions, with accountability for pipeline, conversion, and revenue growth across Independent and Enterprise restaurants. You’ll lead a team of eight spanning the core growth function and bring together customer insight, marketing judgment, analytical rigor, and technical fluency to turn opportunities into measurable results. This is a high-impact role for a leader who can set the strategy, make smart investment tradeoffs, and help a talented team do its best work.

Responsibilities

• Set the B2B growth strategy and operating plan across Independent and Enterprise restaurants, translating company goals into clear priorities, targets, and investment decisions.
• Own full-funnel performance across self-serve and sales-assisted journeys, from acquisition and activation through opportunity creation, conversion, retention, expansion, and revenue.
• Lead, coach, and develop a team of eight, creating clear ownership, high standards, strong collaboration, and meaningful growth opportunities.
• Build a connected growth system across the customer journey, guiding work across areas such as SEO, lifecycle, paid marketing, web, and marketing operations without treating them as disconnected channels.
• Establish a trusted performance framework and partner with Sales, Product, Engineering, Analytics, and Finance to improve measurement, customer progression, pipeline quality, and conversion.
• Allocate budget, prioritize experimentation, and use data, automation, and AI thoughtfully to improve growth efficiency and make clear scale, change, or stop decisions.

Minimum Qualifications

• 8+ years of experience in B2B growth, demand generation, performance marketing, revenue marketing, or a related field, with demonstrated ownership of pipeline, conversion, and revenue outcomes.
• 3+ years leading a growth or performance marketing team, including experience developing managers or leading a team of meaningful scale.
• Experience designing or scaling both self-serve and sales-assisted growth motions.
• Strong analytical and technical fluency, including comfort with CRM, marketing automation, attribution, reporting, experimentation, and data quality. You can get close to the data, understand the systems behind it, and turn analysis into a decision.
• Strong commercial judgment and cross-functional leadership skills, with the ability to connect marketing investment to customer value, efficiency, pipeline, and revenue.

Preferred Qualifications

• Experience in B2B SaaS, marketplaces, technology, hospitality, or another complex, multi-segment business.
• A track record of building or improving a growth engine across acquisition, activation, conversion, retention, and expansion.
• Experience using unit economics such as CAC, LTV, payback period, or contribution margin to guide investment decisions.
• Experience building a disciplined experimentation culture and applying AI or automation to improve marketing operations and decision-making.
• Experience leading distributed or globally connected teams and influencing senior stakeholders across Marketing, Sales, Product, Engineering, Analytics, and Finance.

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 2 days per week
• Convenient downtown SF office location close to the Embarcadero MUNI and BART stations. 
• Building amenities, such as a gym & bike parking

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 based role is $185,000-$205,000.

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 and equity grant.

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.