Senior Manager of Key Account Relations, OpenTable
$110-125k
+ Eligible to be considered for an annual bonus
More information about location
Online restaurant reservation service
Be an early applicant
Online restaurant reservation service
1001+ employees
Be an early applicant
$110-125k
+ Eligible to be considered for an annual bonus
More information about location
1001+ employees
Company mission
To bring together people and the restaurants they love in the moments that matter.
Role
Who you are
- Bachelor’s degree and 6+ years of experience in strategic partnerships, marketing, hospitality, brand strategy, or program management—preferably with exposure to high-profile talent or luxury/lifestyle brands
- Experience in community building, talent branding, or industry engagement is a strong plus
- 30% Travel commitment required to represent OpenTable and the Key Accounts team at industry, account, or OpenTable events
- Exceptional leadership, strategic thinking, and critical problem-solving skills with a proven track record of delivering measurable business outcomes
- Demonstrated ability to manage multiple high-visibility, cross-functional initiatives with strong organization, prioritization, and execution discipline
- Excellent verbal and written communication skills, with the ability to clearly and persuasively convey complex ideas to both internal and external stakeholders, including executive audiences
- Strong relationship-building and stakeholder management skills
- Highly organized, proactive, and results-driven, with a strong bias for action
- Passion for restaurants, culinary culture, and the broader hospitality industry
- Proficiency in Google Workspace, Salesforce, and data analytics tools such as Preset, Looker, Tableau, or similar platforms
What the job involves
- We are seeking a Senior Manager to lead our efforts to build and nurture relationships with high priority accounts and talent building on our newly established Key Accounts team, which is dedicated to building and nurturing partnerships with most awarded, prestigious restaurants in the US
- This role will improve mutual value creation for OpenTable and key account partners while also driving the success of related programs and initiatives, including high-profile collaborations like the Chase Sapphire Reserve Dining Collection and OpenTable Icons
- The Senior Manager will report to the Director of Key Accounts
- In this role, you will serve as the strategic, operational, and creative leader for OpenTable’s Key Accounts initiatives focused on Chef Talent and Community
- You’ll define and execute high-impact programs that elevate our most prestigious restaurant partners—driving measurable outcomes while shaping how OpenTable shows up across the industry
- This role requires a rare blend of relationship building, partnership development, and stakeholder management skills with structured strategic and analytical thinking, operational excellence, and bold, creative vision
- You’ll connect dots across marketing, partnerships, events, and other functions, turning big ideas into scalable solutions that redefine how we engage with the culinary world
- As the ultimate advocate for our top partners, you’ll help OpenTable deliver game-changing value—through programs that are not only well-executed, but truly inspiring to our partners and the industry
- Cultivate strong relationships with leading chefs, restaurateurs, and industry influencers, reinforcing OpenTable’s position as a trusted partner
- Develop game changing and unique strategic offerings for standout restaurant partners that reflect their unique goals, voice, and vision
- Represent OpenTable at industry events and roundtables, building brand visibility and staying closely connected to culinary culture and trends
- Set the strategy and objectives for how the Key Accounts team can elevate OpenTable’s most prestigious restaurant partnerships
- Lead high-impact programs that showcase chef talent and restaurant brands through innovative marketing, events, and strategic collaborations
- Build and manage budgets and financial models to ensure efficient resource allocation and measurable value delivery
- Apply structured problem-solving and data-driven analysis to shape partnership strategies, identify new opportunities, and optimise programs
- Orchestrate large-scale, cross-functional initiatives from concept through execution, collaborating with Marketing, Events, Partnerships, and Account Management
- Translate strategic objectives into scalable operational plans, identifying risks, dependencies, and resource needs across initiatives
- Bring operational rigour to complex programs that you own—defining goals, ensuring clear workflows, driving clear communication alignment, and ensuring timely delivery with clear and measurable KPIs
- Establish operational systems, frameworks, tooling, and/or processes that enable the team to scale, improve efficiency, and track impact over time
- Create systems and tools to measure engagement, success metrics, and partnership impact
- Build internal communication frameworks to keep teams aligned and informed on key account activity, goals, and outcomes
- Act as a strategic advocate for key accounts, aligning internal and external stakeholders to deliver shared value
- Represent OpenTable in high-level conversations, presenting with clarity and credibility to executive stakeholders and external partners
- Engage with partners and prospects pre-sale to drive win rates in cooperation with account teams as necessary
- Design and scale programs that build community among key accounts—such as mentorships, ambassador programs, and nonprofit/philanthropic partnerships
- Foster a sense of shared identity and long-term value across the Key Accounts ecosystem
- Contribute to OpenTable’s thought leadership by shaping how we show up in the broader hospitality space
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, not founder)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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