OpenTable - Senior Director, Restaurant Sales and Services
Requirements
• 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. • 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.
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.
Benefits
• 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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