Job Description

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.

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