Director of Operations & Enablement, OpenTable
GTM
$200-220k
This role is eligible to be considered for an annual bonus and equity grant
Online restaurant reservation service
Be an early applicant
Online restaurant reservation service
1001+ employees
Be an early applicant
$200-220k
This role is eligible to be considered for an annual bonus and equity grant
1001+ employees
Company mission
To bring together people and the restaurants they love in the moments that matter.
Role
Who you are
- 8–12 years of experience in GTM Enablement, Sales, Revenue Operations, or related roles
- Experience supporting full-funnel enablement in a B2B SaaS environment
- Experience working in or enabling a marketplace or multi-persona GTM model strongly preferred
- Proven ability to influence and collaborate across Sales, Marketing, CS, Product, and Ops
- Strong program management, communication, and stakeholder management skills
- Data-driven mindset with a focus on measurable business outcomes
What the job involves
- The Director of GTM Enablement owns the strategy and execution of full-funnel enablement, ensuring our go-to-market organization is aligned and ready to execute effectively
- You will translate company and product strategy into scalable enablement programs that improve productivity, accelerate ramp, and drive measurable revenue impact across acquisition, expansion, and retention motions
- This role sits at the intersection of GTM teams, including Support, Onboarding, Sales, Product, Marketing, and Revenue Operations and is critical to ensuring strategy becomes consistent, repeatable execution in the field
- Full-Funnel GTM Enablement Strategy:
- Define and execute a comprehensive GTM enablement strategy that supports the entire customer lifecycle: demand generation, sales conversion, onboarding, adoption, expansion, and retention
- Align enablement priorities with company goals, marketplace dynamics, and GTM strategy
- Act as a strategic partner to GTM leaders to improve readiness, productivity, and execution
- Sales, CS & Partner Enablement:
- Design and deliver onboarding, ramp, and continuous enablement programs for Sales, Customer Success, Account Management, and Partner-facing teams
- Reduce time-to-productivity for new hires and drive performance improvement for tenured reps
- Support multiple GTM motions (new business, expansion, renewals, cross-sell) across buyer and seller personas in a B2B2C marketplace model
- Messaging, Content & Playbooks:
- Own the enablement content ecosystem including playbooks, messaging frameworks, pitch decks, battlecards, use cases, and talk tracks
- Ensure content reflects differentiated marketplace value propositions for all sides of the platform
- Partner with Product and Marketing to drive launch readiness for new products, features, pricing, and GTM motions
- Marketplace & Cross-Functional Enablement:
- Enable teams on the nuances of selling and supporting a two-sided marketplace, including value articulation, supply/demand dynamics, and customer outcomes
- Partner closely with Product, Marketing, and RevOps to ensure consistent messaging, processes, and tooling across the funnel
- Process, Tools & Scale:
- Partner with Revenue Operations & Sales to optimize GTM processes, workflows, and systems that support scalability
- Evaluate, implement, and manage enablement tools and platforms
- Ensure enablement programs are efficient, repeatable, and built to scale with growth
- Measurement & Impact:
- Define and track KPIs to measure enablement effectiveness (ramp time, quota attainment, pipeline conversion, win rates, expansion, retention, etc.)
- Use insights and data to iterate and continuously improve enablement programs
- Communicate impact and outcomes to GTM and executive leadership
- What Success Looks Like:
- Faster ramp and improved productivity across customer-facing roles
- Clear, consistent execution of GTM strategy across the funnel
- High confidence and readiness during product launches and GTM changes
- Demonstrable revenue and retention impact tied to enablement efforts
- While the majority of your responsibilities may align with conventional business hours, there will be instances where you are expected to manage communications - via calls, Slack messages, or emails - outside of regular working hours to effectively collaborate with international colleagues, respond to restaurant partners, and/or address urgent matters
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.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 47 more jobs at OpenTable