Head of Major Markets

Summary

Join OpenTable, a Booking Holdings company, as the Head of Major Markets and lead the growth and development of our restaurant network in top markets. This dynamic leadership role requires driving revenue through new sales, managing a large team, and spearheading a technology-led sales organization. You will be responsible for the acquisition of new business, growing existing business, and the retention of accounts. The ideal candidate will be a highly data-driven leader with 10+ years of relevant experience building and leading sales teams. This role offers a competitive salary, benefits, and the opportunity to make a significant impact on a leading hospitality technology company.

Requirements

• 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

Responsibilities

• 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

Preferred Qualifications

Preferred locations are New York City, Miami, Chicago, Atlanta, Los Angeles, or San Francisco but open to remote applicants in any US major city that are willing to travel

Benefits

• Work from (almost) anywhere for up to 20 days per year
• Company-paid therapy sessions through SpringHealth
• Company-paid subscription to HeadSpace
• Company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!)
• No meeting Fridays
• Paid parental leave
• Generous paid vacation + time off for your birthday
• Paid volunteer time
• Development Dollars
• Leadership development
• Access to thousands of on-demand e-learnings
• Travel Discounts
• Employee Resource Groups
• Competitive retirement and health plans
• Annual cash bonus
• Equity grant
• Health benefits
• Flexible spending account
• Retirement benefits
• Life insurance
• Paid time off (including PTO, paid sick leave, medical leave, bereavement leave, floating holidays and paid holidays)
• Parental leave and benefits