GTM Lead, OpenTable
Strategic Initiatives
CA$80-95k
+ Annual Bonus
Online restaurant reservation service
Open for applications
Online restaurant reservation service
1001+ employees
Open for applications
CA$80-95k
+ Annual Bonus
1001+ employees
Company mission
To bring together people and the restaurants they love in the moments that matter.
Role
Who you are
- 5+ years of experience in Product Marketing, Competitive Intelligence, Strategy, or Management Consulting, preferably within B2B SaaS or Hospitality tech
- Analytical Storyteller: You are comfortable working with complex data (experience with BI tools like Preset or Tableau is a plus) and can translate numbers into a clear, strategic narrative for executives
- Agile & Adaptable: You have the ability to prioritize multiple concurrent initiatives and quickly switch focus between deep-dive research and rapid-response tactical support
- Strategic & Tactical: You can think high-level about market positioning one hour, and roll up your sleeves to build a battle card or sales deck the next
- Curious & Technical: You enjoy getting into the details of software products and understand SaaS economics (comfortable reviewing financial reports or market data to extract insights)
- Strong Communicator: Executive presence and ability to deliver compelling presentations to a wide range of audiences including leadership, sales teams, and customers
Desirable
- Proven understanding of two-sided marketplaces or the restaurant industry
- Experience in pricing research or quantitative market research
What the job involves
- OpenTable is looking for a GTM Lead, Strategic Initiatives to drive innovation and growth for the most powerful platform in the restaurant industry
- This is a unique hybrid role for a flexible thinker who loves a challenge. Part of your time will be dedicated to being the eyes and ears of the market—gathering and synthesizing competitive intelligence to empower our sales and product teams
- The other half will focus on high-impact, ad hoc strategic initiatives—ranging from pricing research and win/loss analysis to launching pilot programs and refining our GTM motions
- If you have a background in consulting, PMM, or strategy and thrive in a "get it done" environment where no two weeks look the same, we want to hear from you
- Drive Competitive Intelligence: Monitor the competitive landscape, track competitor product updates, and synthesize business strategies to keep OpenTable a step ahead
- Empower the Field: Translate market insights into actionable sales enablement assets. You will provide high-touch support on complex deals and equip the sales team with the narrative tools they need to win
- Deliver Actionable Insights: Conduct quantitative and qualitative analysis (including Win/Loss interviews and data analysis) to provide recommendations to Product, Sales, and Executive leadership
- Tell the Story: Distill complex data sets and market research into compelling internal presentations for company-wide briefings and Sales Kickoffs
Our take
OpenTable was one of the earliest innovators in the online reservation space, setting up shop in 1998 as a tool to enable restaurants to take bookings online. Rather than charging consumers for the service, OpenTable generates revenue via a monthly subscription and reservation fee from businesses.
Today, the platform is used by tens of thousands of restaurants around the world and seats over 1 billion diners per year. The company was acquired by Booking Holdings – the world's largest travel company – for $2.6 billion in 2014, and remains a subsidiary of the group to this day.
OpenTable is the dominant player in the restaurant reservation software category, with an impressive 45% market share, but does face increasing competition from platforms like Resy, Tock, TableAgent, and many more. Nonetheless, this market leader has garnered an impressive reputation, and there is nothing to say it won't hold on to the dominance it has earned into the future.
Freddie
Company Specialist at Welcome to the Jungle
Insights
4% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Oct 2000
$36m
SERIES C
Jan 2000
$10m
SERIES B
Total funding: $48.2m
Company benefits
- Work from (almost) anywhere - wherever you do your best work
- Mental health and well-being - company-paid therapy sessions through SpringHealth, company-paid subscription to HeadSpace, and company-wide weeks off a year so the whole team can recharge
- Generous parental leave
- Generous paid vacation + time off for your birthday
- Paid volunteer time
- Enriched learning and development opportunities - leadership development & access to thousands of on-demand e-learnings
Company HQ
Union Square, San Francisco, CA
Leadership
Debby Soo
(CEO)After graduating from Stanford with a liberal arts major, Debby started their career in investment banking. Thereafter they worked in Google’s Strategic Partnerships Group and then spent a decade at KAYAK, eventually becoming CCO.
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