Senior Director of Restaurant Marketing, OpenTable
$220-245k
Online restaurant reservation service
Open for applications
Online restaurant reservation service
1001+ employees
Open for applications
$220-245k
1001+ employees
Company mission
To bring together people and the restaurants they love in the moments that matter.
Role
Who you are
- 15+ years of B2B marketing experience with significant leadership scope
- Deep expertise across brand marketing and demand generation in a SaaS, marketplace, or platform business
- Proven success owning and scaling full-funnel marketing strategies tied to revenue outcomes
- Experience leading and developing high-performing teams
- Strong strategic instincts paired with operational rigor and execution excellence
- Exceptional storytelling, creative judgment, and executive presence
- Highly data-driven with a track record of measurable growth impact
What the job involves
- OpenTable is seeking a Senior Director of B2B Marketing to lead and scale our end-to-end marketing strategy for restaurant partners
- This is a high-impact leadership role for a strategic operator who can connect brand and demand into a single, full-funnel growth engine
- You’ll define the vision from awareness through pipeline, conversion, adoption, expansion, and retention—translating business strategy into compelling creative, scalable programs, and measurable revenue impact
- You’ll lead a large, multidisciplinary team and serve as a senior partner to Sales, Product Marketing, and Partnerships
- Full-Funnel B2B Strategy: Define and execute a comprehensive marketing strategy that drives awareness, pipeline growth, conversion, customer engagement, and retention
- Brand Leadership: Elevate OpenTable’s B2B brand—sharpening positioning, narrative, and differentiation across all channels and audiences
- Demand Generation: Build and scale integrated demand programs that create predictable pipeline and accelerate revenue growth
- Creative Direction: Translate strategy into clear, inspiring creative briefs that fuel breakthrough campaigns and consistent storytelling
- Team Leadership & Scale: Lead, mentor, and grow a large B2B marketing organization across brand and demand functions, establishing high standards for performance and accountability
- Cross-Functional Influence: Partner closely with Sales, Product Marketing, Finance, and Partnerships to align marketing investments with business goals and revenue outcomes
- Performance & Measurement: Establish rigorous measurement frameworks to optimize performance across the funnel and clearly tie marketing impact to revenue
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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