Director of Key Accounts, OpenTable
$150-175k
+ Annual cash bonus, + Equity grant
Online restaurant reservation service
Be an early applicant
Online restaurant reservation service
1001+ employees
Be an early applicant
$150-175k
+ Annual cash bonus, + Equity grant
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 or equivalent experience in Business Administration, Management, or a related field. A Master’s degree or MBA or equivalent experience is a plus
- 8+ years of generalist experience leading teams toward audacious business goals. Experience in entrepreneurial ventures or start-ups, showing adaptability and innovative thinking is a plus
- Exceptional leadership, strategic, and critical thinking skills with a track record of delivering measurable business outcomes
- Proven ability to manage multiple high-visibility initiatives simultaneously with a disciplined and organized approach
- Strong people management and relationship-building skills
- Experience engaging with senior leaders and representing the company with multiple external partners when the initiative requires it
- Excellent verbal and written communication skills, with the ability to convey complex information clearly and persuasively to internal and external audiences
- Experience with and passion for the hospitality industry
- Proficiency in Google Suite, Salesforce, and data analytics tools such as Preset, Looker, Tableau, or similar
What the job involves
- We are seeking a Director of Key Accounts to lead a newly established team 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 Visa Dining Collection and OpenTable Icons. The Director will report to the Head of Major Markets
- In this role, you will serve as the visionary leader for OpenTable’s key accounts strategy, managing high-impact projects, working cross-functionally with internal and external partners, and leading and empowering a team of Key Account Managers and Industry Relations Managers.
- You will connect strategic dots and bridge gaps as the ultimate advocate for our key account partners while demonstrating an innovator’s attitude
- Set the vision and goals for a brand new team responsible for improving key account success and value
- Act as an inspiring leader in shaping how key partnerships are showcased in order to elevate the OpenTable brand through innovative marketing and event engagements
- Create, own and analyze financial models and budgets to optimally use resources to showcase our key account partners
- Work closely with cross-functional teams to drive alignment and support for key account needs and initiatives. Act as a liaison between various departments, including Product, Partnerships, Marketing, Legal and Finance, and Support to act as the chief advocate for key account partners and influence roadmaps, strategies, and process
- Partner with District Managers across the US to regionalize strategies and ensure that key account partnerships are contributing to market success and brand perception across target markets
- Own the supply strategy for special programs such as Visa Dining Collection and OpenTable Icons, working collaboratively with internal and external partners on restaurant selection and acquisition as well as program success
- Influence and engage partners at all levels to gain alignment and support for key account initiatives
- Manage, coach, and inspire both individual contributors and people managers to exceed goals and expectations
- Create operational rigor around deadlines, critical metrics, and the ultimate vision for key accounts while juggling multiple high-priority projects
- Orchestrate large-scale initiatives that impact not just our restaurant partners, but the future of OpenTable’s success
- Establish a strong personal brand and industry presence by engaging with the nation’s most prestigious restaurants and top talent through strategic meetings and active participation in industry events
- Collaborate with the team to craft tailored strategic offers for standout restaurants and top talent, demonstrating creativity and innovative thinking and ensuring that each offer is meticulously tailored to align with the unique interests and goals of each partner
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
Few candidates hear
back within 2 weeks
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
Articles
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.
People progressing
Joined as a Project Coordinator. Promoted to Lead Project Coordinator after 2 years. Then promoted again to Project Coordinator Manager after 2 years. Now is Director of Global Sales & Services.
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