Senior Director, Restaurant Sales and Services

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

As the Sr. Director, Restaurant Sales & Service for our US Growth business unit, you will serve as a strategic, cross-functional leader driving the expansion and health of our restaurant network in growth markets across the US. In this highly impactful role, you will spearhead a technology-led sales organization, utilizing data to optimize resources and accelerate scalable revenue growth through new acquisitions and account retention. By empowering a diverse team of district managers and sales leaders, you will own the end-to-end customer experience and rethink strategies to turn roadblocks into breakthroughs. You will also serve as a key business partner to the executive team, shaping pricing strategies and corporate initiatives while representing the organization as an industry leader.

Responsibilities

• Drive revenue growth, customer acquisition, and account retention across US Growth business with full P&L responsibility and a generalist mindset.
• Develop, mentor, and nurture a high-performing, dispersed team of Directors and District Managers who lead pre and post-sales teams in a hybrid sales model.
• Source and implement technology-driven innovations to continuously improve the sales process and customer experience from pre-sale to post-sale.
• Provide strategic cross-departmental leadership by partnering with Product, Marketing, Finance, and Operations to influence corporate initiatives and pricing strategies.
• Utilize deep data analysis and sales modeling to draw actionable insights, optimize resource allocation, and adapt tactical plans for scalable growth.
• Represent the organization as an industry leader and primary point of escalation for high-value accounts, navigating complex market dynamics and competitive threats.

Minimum Qualifications

• 10+ years of sales leadership experience as a Sr. Director or Director, building and leading business development teams or running business units.
• Proven track record of consistent sales success managing complex, high-value sales cycles with key or national accounts in a fast-paced technology, SaaS, or start-up environment.
• Deep understanding of the restaurant industry and customer trends, with the ability to translate market dynamics into tactical business plans.
• Advanced analytical and strategic skills with a demonstrated ability in data-driven decision modeling, financial forecasting, and P&L management.
• Excellent written and verbal communication skills, with the ability to lead multiple time-sensitive initiatives in parallel and travel 30-50% across US markets.

Preferred Qualifications

• Master of Business Administration (MBA) or equivalent practical experience.
• Proven ability to lead with an entrepreneurial spirit, fostering a positive, autonomous, and accountable team environment.
• Experience navigating unstructured environments while maintaining a focus on continuous improvement and scaling operations.
• High degree of emotional intelligence and adaptability to resolve conflicts, foster team motivation, and drive cross-functional alignment.

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
• Competitive retirement and health plans

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.

Equity Eligibility & Quarterly Bonus Eligibility 

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 $190,000 - $210,000 plus quarterly sales bonus.

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 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.

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