Growth Marketing Manager, OpenTable
CA$115-128k
This role is eligible to be considered for an annual bonus.
2 days a week in office
Online restaurant reservation service
Open for applications
Online restaurant reservation service
1001+ employees
Open for applications
CA$115-128k
This role is eligible to be considered for an annual bonus.
2 days a week in office
1001+ employees
Company mission
To bring together people and the restaurants they love in the moments that matter.
Role
Who you are
- 5-8 years of experience in growth and/or B2B marketing, ideally in SaaS, marketplaces, technology, or a business serving SMBs
- Experience with both a self-serve/product-led motion and a sales-assisted or mid-touch B2B motion
- Experience working closely with Sales, Account Management, or Revenue teams, including shared pipeline and revenue targets and sales enablement
- Ability to use funnel and behavioral data to diagnose growth problems and prioritize opportunities
- Fluency with AI tools for research, content generation, and workflow automation, and good judgment about where AI helps most
- Strong communication and analytical skills, with the ability to turn ambiguity into a clear roadmap teams can execute against
- Experience working cross-functionally with teams like Product, Sales, and Analytics, without direct authority over every team you rely on
- Comfort operating in a fast-paced, evolving environment
What the job involves
- OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), powers reservations for the hospitality industry. Our technology helps restaurants, bars, wineries, and other venues attract guests, manage capacity, improve operations, and increase revenue
- As part of OpenTable, you’ll join a global network that includes OpenTable and Booking Holdings’ portfolio of travel brands. Together, we help people experience the world through dining and travel
- We're looking for a B2B Growth Marketing Manager to lead growth strategy for OpenTable's independent restaurant segment. In this role, you will own how restaurants discover, activate, and grow with OpenTable—across both our self-serve, product-led motion and our sales-assisted motion—and translate that strategy into a coordinated marketing and growth roadmap
- You'll partner closely with Product, Sales, Account Management, Revenue, and Analytics to build a frictionless self-serve journey, generate and convert pipeline for restaurants that need a sales-assisted path, and design the connective tissue between the two
- This is an opportunity for someone who thrives at the intersection of marketing, product, and sales, is energized by ambiguity, and wants to own growth end to end rather than a single channel
- Own the growth strategy for the segment. Develop a clear view of the independent restaurant segment, its customers and prospects, and the biggest opportunities across acquisition, conversion, activation, engagement, expansion, and retention. Translate business goals and customer insight into a focused roadmap
- Lead the self-serve, product-led growth motion. Own the strategy and performance of the self-serve restaurant journey, from discovery through signup, activation, and conversion, partnering with Product and Web/CRO to test and scale improvements
- Build and run marketing for the sales-assisted motion. Own pipeline-generation programs—outbound, account-based marketing, field marketing, and sales collateral—that generate and nurture pipeline for restaurants that need a consultative path, and partner with Account Management on expansion and retention marketing
- Design the connection between motions. Define clear criteria and SLAs for when and how leads move between self-serve and sales-assisted paths, and build the feedback loops that let sales insight shape marketing strategy, and vice versa
- Align on shared targets. Partner with Sales, Account Management, and Revenue leadership to set shared pipeline, conversion, and revenue goals, and establish the metrics—across both motions—that tell you where to invest, iterate, or stop
- Use AI to move faster. Use AI tools to synthesize customer and behavioral insight, generate and test creative and messaging, and accelerate experimentation across both motions
- Collaborate cross-functionally with Product, Sales, Account Management, Lifecycle, Web, and Analytics to bring together a cohesive growth strategy
- Use data, customer insight, and business context to inform decisions
- Identify opportunities to improve processes, customer experience, and business results across both the self-serve and sales-assisted journeys
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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