Head of Major Markets, OpenTable
$210-225k
+ Bonus + Equity Grant
More information about location
Online restaurant reservation service
Be an early applicant
Online restaurant reservation service
1001+ employees
Be an early applicant
$210-225k
+ Bonus + Equity Grant
More information about location
1001+ employees
Company mission
To bring together people and the restaurants they love in the moments that matter.
Role
Who you are
- 10+ years of relevant experience as a Sr. Director or Director, building and leading sales/business development teams or running business units
- Experience at a fast paced/tech organization is required; restaurant industry experience is preferred
- Deep understanding of the restaurant industry, customer trends and the ability to weave these into tactical plans
- Experienced manager and key contributor who frequently overachieves on assigned goals with the ability to prioritize and focus a team
- Deep experience with financial / sales modeling and forecasting
- Demonstrated success with data-driven decision modeling, data analysis, data storytelling, problem solving and ability to execute
- Consistent record of sales success in a similar Saas or start-up environment
- Experience includes complex high-value sales to key accounts and/or National Accounts
- Ability to multitask and prioritize in a fast paced, multifaceted work environment. Will lead multiple high-priority and time sensitive initiatives in parallel
- Proven ability to lead a team with an entrepreneurial spirit, positive attitude, and passion for the business. Works with autonomy, needing little guidance
- Good sense of humor while working in an unstructured, fast paced environment
- High EQ and IQ
- Excellent written and oral communication skills
- Competitive, tenacious, and results-driven
- College degree expected, an MBA or equivalent experience is a preferred
What the job involves
- The Head of Major Markets (MM) is a dynamic leader who operates as an integral part of the restaurant sales and service leadership team and a key cross-functional leader
- This position has responsibility for the growth and development of OpenTable’s restaurant network in its top markets, including the acquisition of new business, growing existing business, the retention of accounts, and OpenTable’s revenue growth
- The Head of MM will be a dynamic, highly data-driven leader who will not only own the Major Markets business, but also spearhead building out a technology-led sales organization, applying data to help prioritize and optimize the team’s resources for scalable growth
- The Head of MM will lead and inspire a large team to achieve ambitious goals while nurturing a culture of positivity, innovation, and fun
- Grow revenue through new sales acquisition, installation, and retention of assigned accounts
- Provide leadership and vision for the dispersed Sales and Restaurant Services team in the regions through a hybrid phone/field sales model
- Direct management of District Managers / Directors who lead individual pre- and post-sales teams
- Own and improve the sales process and customer experience from pre-sale to post-sale in specified territories. Examine and improve key business processes through tech / data innovation that drives scalable growth. Source, vet and build business cases to implement technologies that will improve our understanding of the restaurant landscape
- Effectively handle performance across the team to hit goals for the regions and manage out poor performers
- Define characteristics of top performers for the organization. Identify, recruit, hire and train the team to build and retain a group of highly motivated, bold, and top performing Account Executives, Account Managers, and Sales Leaders
- Represent OpenTable as an industry leader and also to high value accounts as the final point of partner concern for resolution of conflicts, competitive threats, and changes to market strategy
- Provide guidance and cross-departmental coordination as sales leadership voice with key department heads including Product, Brand & Performance Marketing, Finance & Operations, Support, and Business Development. Understanding of decision-making and KPIs in each of these departments are key
- Design, drive and present compelling strategic plans by developing goals, objectives and implementation plans. Run the regions as business units with P&L responsibility, with an understanding of top line and bottom line drivers
- Actively participate in executive decisions related to the team by providing thoughtful analysis and input related to pricing strategies, prioritization and delivery of corporate initiatives
- 30-50% travel is expected
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
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.
Salary benchmarks
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