About the JobAs 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 & FlexibilityAt 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.
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