[Hiring] Senior Director, Restaurant Sales and Services @OpenTable

Role Description

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.

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

• 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.

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.