Account Based Marketing Manager, OpenTable
CA$105-110k
+ Annual cash bonus
Online restaurant reservation service
Open for applications
Online restaurant reservation service
1001+ employees
Open for applications
CA$105-110k
+ Annual cash bonus
1001+ employees
Company mission
To bring together people and the restaurants they love in the moments that matter.
Role
Who you are
- The ideal candidate has at least 6 years of experience in account-based marketing and a proven track record of working closely with sales teams, using 360-degree feedback to refine strategies and get results
- Minimum of 6 years of experience in account-based marketing or a similar role
- Bachelor's degree (or equivalent experience) in Marketing, Business, or a related field; MBA is a plus
- Proven experience working closely with sales teams to align marketing strategies and drive revenue growth
- Strong understanding of ABM principles, tactics, and standard methodologies
- Excellent analytical skills with the ability to interpret data and provide actionable insights
- Experience with marketing automation tools (e.g., Marketo, HubSpot), CRM systems (e.g., Salesforce), and ABM platforms (e.g., Rollworks, Demandbase, Terminus, 6Sense, Clearbit)
- Exceptional communication and interpersonal skills, with the ability to collaborate effectively across teams
- Strong project management skills with the ability to manage multiple initiatives simultaneously
- Experience in content development and campaign management for B2B audiences
What the job involves
- As the Account-Based Marketing (ABM) Manager you will be responsible for developing, executing, and optimizing our ABM strategy to target high-value accounts and drive revenue growth
- You will work closely with the enterprise sales team (both restaurants and hotels) to ensure alignment and alliance between marketing and sales efforts and developing cross-channel acquisition strategies for our target accounts
- Develop and Implement ABM Strategies: Create and implement ABM strategies that align with company goals, focusing on driving engagement and conversions within target accounts
- Collaboration with Sales Teams: Work closely with sales teams to develop and manage account lists, account-specific marketing plans, ensuring alignment on goals, messaging, and tactics. Maintain a constant feedback loop to refine strategies based on real-time insights and performance data
- Campaign Management: Design, implement, and optimize multi-channel ABM campaigns across digital, email, social media, events, and other channels to engage target accounts effectively
- Data-Driven Insights: Analyze campaign performance and account engagement data to provide actionable insights to both marketing and sales teams. Use these insights to adjust strategies and tactics to improve return on investment and effectiveness
- Content Development: Collaborate with content creators to develop personalized content and messaging that resonates with specific accounts and personas within those accounts
- Sales Cadence: Plan, manage and support sales cadence across all ABM programs in collaboration with sales; including tailored email sequence, content and collateral to support ABM
- Measurement and Reporting: Define key performance indicators for ABM programs and provide regular reporting on campaign performance, engagement levels, and contribution to pipeline and revenue
- Lead Nurturing: Develop and implement lead nurturing strategies that move target accounts through the marketing and sales funnel, working closely with sales to ensure seamless handoff and follow-up
- Market and Competitor Analysis: Conduct regular analysis of market trends, competitor activities, and customer behavior to refine ABM strategies and maintain a competitive edge
- Technology and Tools: Use marketing automation platforms, CRM systems, and ABM tools to manage and measure campaigns, ensuring effective targeting and tracking of metrics
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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