Head of Major Markets

With millions of diners, 60,000 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 distributed team that includes our sister brand, KAYAK and its portfolio of global metasearch brands. Hospitality is all about taking care of others, and it defines our culture.

The Head of Major Markets (MM) is a dynamic leader who operates as an integral part of the restaurant sales and service leadership team and a key cross-functional leader. This position has responsibility for the growth and development of OpenTable’s restaurant network in its top markets, including the acquisition of new business, growing existing business, the retention of accounts, and OpenTable’s revenue growth. The Head of MM will be a dynamic, highly data-driven leader who will not only own the Major Markets business, but also spearhead building out a technology-led sales organization, applying data to help prioritize and optimize the team’s resources for scalable growth. The Head of MM will lead and inspire a large team to achieve ambitious goals while nurturing a culture of positivity, innovation, and fun.

Responsibilities

• Grow revenue through new sales acquisition, installation, and retention of assigned accounts.

• Provide leadership and vision for the dispersed Sales and Restaurant Services team in the regions through a hybrid phone/field sales model. 

• Direct management of District Managers / Directors who lead individual pre- and post-sales teams.

• Own and improve the sales process and customer experience from pre-sale to post-sale in specified territories. Examine and improve key business processes through tech / data innovation that drives scalable growth. Source, vet and build business cases to implement technologies that will improve our understanding of the restaurant landscape

• Effectively handle performance across the team to hit goals for the regions and manage out poor performers.

• Define characteristics of top performers for the organization. Identify, recruit, hire and train the team to build and retain a group of highly motivated, bold, and top performing Account Executives, Account Managers, and Sales Leaders.

• Represent OpenTable as an industry leader and also to high value accounts as the final point of partner concern for resolution of conflicts, competitive threats, and changes to market strategy.

• Provide guidance and cross-departmental coordination as sales leadership voice with key department heads including Product, Brand & Performance Marketing, Finance & Operations, Support, and Business Development. Understanding of decision-making and KPIs in each of these departments are key.

• Design, drive and present compelling strategic plans by developing goals, objectives and implementation plans. Run the regions as business units with P&L responsibility, with an understanding of top line and bottom line drivers.

• Actively participate in executive decisions related to the team by providing thoughtful analysis and input related to pricing strategies, prioritization and delivery of corporate initiatives.

• 30-50% travel is expected.

Required

• 10+ years of relevant experience as a Sr. Director or Director, building and leading sales/business development teams or running business units. 

• Experience at a fast paced/tech organization is required; restaurant industry experience is preferred.

• Deep understanding of the restaurant industry, customer trends and the ability to weave these into tactical plans.

• Experienced manager and key contributor who frequently overachieves on assigned goals with the ability to prioritize and focus a team.

• Deep experience with financial / sales modeling and forecasting. 

• Demonstrated success with data-driven decision modeling, data analysis, data storytelling, problem solving and ability to execute.

• Consistent record of sales success in a similar Saas or start-up environment.

• Experience includes complex high-value sales to key accounts and/or National Accounts.

• Ability to multitask and prioritize in a fast paced, multifaceted work environment. Will lead multiple high-priority and time sensitive initiatives in parallel.

• Proven ability to lead a team with an entrepreneurial spirit, positive attitude, and passion for the business. Works with autonomy, needing little guidance.

• Good sense of humor while working in an unstructured, fast paced environment.

• High EQ and IQ.

• Excellent written and oral communication skills.

• Competitive, tenacious, and results-driven.

• College degree expected, an MBA or equivalent experience is a preferred.

• Preferred locations are New York City, Miami, Chicago, Atlanta, Los Angeles, or San Francisco but open to remote applicants in any US major city that are willing to travel.

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

  • Company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!)

• No meeting Fridays

• 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.

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 remote United States based role is $210,000-$225,000.

In addition to a competitive base salary, roles are eligible for additional compensation and benefits including: annual cash bonus, equity grant; 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 and benefits.

Diversity, Equity, and Inclusion

At OpenTable/KAYAK, we aspire to be a workplace that fosters inclusion and reflects the diverse communities we serve. Hiring people with different backgrounds and perspectives is critical to innovation and to how we deliver great experiences for our users, partners, and teams. We strive to be an open and welcoming environment so that no matter who you are, you can be yourself.

We ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform job responsibilities, and to receive other benefits and privileges of employment. Please contact us to request accommodation(s).