Senior Director, Restaurant Sales and Services

Job title: 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.