Director of Global Partnerships, OpenTable
$165-185k
This role is eligible to be considered for an annual bonus and equity grant
2 days a week in office (Close to the Montgomery MUNI and BART stations)
Online restaurant reservation service
Open for applications
Online restaurant reservation service
1001+ employees
Open for applications
$165-185k
This role is eligible to be considered for an annual bonus and equity grant
2 days a week in office (Close to the Montgomery MUNI and BART stations)
1001+ employees
Company mission
To bring together people and the restaurants they love in the moments that matter.
Role
Who you are
- 7+ years of relevant experience in strategic partner management that includes product integrations, strategic business development with technology partners, or related leadership roles overseeing complex global partnerships with companies
- Exceptional relationship-building skills with a proven track record of influencing C-suite executives and driving alignment across diverse, global teams
- Demonstrated expertise in leading the end-to-end lifecycle of significant strategic deals from complex negotiations to successful operational launch
- Strong quantitative acumen and analytical capabilities to interpret complex performance data and drive strategic, enterprise-level decisions
- Experience working with product, engineering, sales, and marketing teams to develop partnerships that deliver growth, brand exposure, and creative benefits for users
Desirable
- Demonstrated capacity to successfully scale and manage an expanding portfolio of multiple high-value strategic partners simultaneously
- Deep industry knowledge bridging both B2B enterprise software and B2C consumer marketplace dynamics
- Advanced strategic contract management skills with a history of navigating ambiguous legal and financial structures
What the job involves
- We are seeking an experienced, high-impact strategic leader to join our Global Partnerships team as a Director. In this pivotal role, you will hold end-to-end ownership and management of our most strategic global partnerships across both B2B and B2C businesses
- You will lead complex business development efforts, negotiating groundbreaking deals while serving as the primary relationship owner with internal and external C-suite leadership. Your work will directly accelerate company growth by bringing these critical partnerships to life and expanding our global ecosystem
- Own the overarching vision, strategy, and successful execution of highly strategic global partnerships critical to accelerating our overall business growth
- Lead complex negotiation and contracting processes, structuring terms that maximize strategic value and operational success across diverse global markets
- Drive cross-functional collaboration and alignment across Product, Engineering, Sales, Marketing, Legal, and Finance teams to ensure seamless delivery of partnership objectives
- Act as the primary strategic relationship owner, actively engaging with C-suite and senior leadership both internally and within partner organizations to drive consensus
- Develop, oversee, and optimize joint business plans, OKRs, and performance metrics, leveraging data to inform executive-level strategy and decision-making
- Proactively navigate ambiguous challenges and resolve complex partner issues, maintaining momentum and ensuring the long-term health of our partnership portfolio
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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