Senior Manager, Key Account Relations

OpenTable
Summary
Join OpenTable, a leading industry player with millions of diners and thousands of restaurant partners, as a Senior Manager to spearhead efforts in building and nurturing relationships with high-priority accounts. This remote position, with up to 30% domestic travel, demands a strategic, operational, and creative leader to define and execute high-impact programs that elevate OpenTable's most prestigious restaurant partners. You will cultivate strong relationships with leading chefs and restaurateurs, develop unique strategic offerings, represent OpenTable at industry events, and set the strategy for elevating partnerships. The role involves managing budgets, applying data-driven analysis, orchestrating cross-functional initiatives, and establishing operational systems. You will also act as a strategic advocate for key accounts, representing OpenTable in high-level conversations and contributing to OpenTable’s thought leadership. This position offers a competitive salary and benefits package.
Requirements
- Bachelor’s degree and 6+ years of experience in strategic partnerships, marketing, hospitality, brand strategy, or program management—preferably with exposure to high-profile talent or luxury/lifestyle brands
- 30% Travel commitment required to represent OpenTable and the Key Accounts team at industry, account, or OpenTable events
- Exceptional leadership, strategic thinking, and critical problem-solving skills with a proven track record of delivering measurable business outcomes
- Demonstrated ability to manage multiple high-visibility, cross-functional initiatives with strong organization, prioritization, and execution discipline
- Excellent verbal and written communication skills, with the ability to clearly and persuasively convey complex ideas to both internal and external stakeholders, including executive audiences
- Strong relationship-building and stakeholder management skills
- Highly organized, proactive, and results-driven, with a strong bias for action
- Passion for restaurants, culinary culture, and the broader hospitality industry
- Proficiency in Google Workspace, Salesforce, and data analytics tools such as Preset, Looker, Tableau, or similar platforms
Responsibilities
- Cultivate strong relationships with leading chefs, restaurateurs, and industry influencers, reinforcing OpenTable’s position as a trusted partner
- Develop game changing and unique strategic offerings for standout restaurant partners that reflect their unique goals, voice, and vision
- Represent OpenTable at industry events and roundtables, building brand visibility and staying closely connected to culinary culture and trends
- Set the strategy and objectives for how the Key Accounts team can elevate OpenTable’s most prestigious restaurant partnerships
- Lead high-impact programs that showcase chef talent and restaurant brands through innovative marketing, events, and strategic collaborations
- Build and manage budgets and financial models to ensure efficient resource allocation and measurable value delivery
- Apply structured problem-solving and data-driven analysis to shape partnership strategies, identify new opportunities, and optimise programs
- Orchestrate large-scale, cross-functional initiatives from concept through execution, collaborating with Marketing, Events, Partnerships, and Account Management
- Translate strategic objectives into scalable operational plans, identifying risks, dependencies, and resource needs across initiatives
- Bring operational rigour to complex programs that you own—defining goals, ensuring clear workflows, driving clear communication alignment, and ensuring timely delivery with clear and measurable KPIs
- Establish operational systems, frameworks, tooling, and/or processes that enable the team to scale, improve efficiency, and track impact over time
- Create systems and tools to measure engagement, success metrics, and partnership impact
- Build internal communication frameworks to keep teams aligned and informed on key account activity, goals, and outcomes
- Act as a strategic advocate for key accounts, aligning internal and external stakeholders to deliver shared value
- Represent OpenTable in high-level conversations, presenting with clarity and credibility to executive stakeholders and external partners
- Engage with partners and prospects pre-sale to drive win rates in cooperation with account teams as necessary
- Design and scale programs that build community among key accounts—such as mentorships, ambassador programs, and nonprofit/philanthropic partnerships
- Foster a sense of shared identity and long-term value across the Key Accounts ecosystem
- Contribute to OpenTable’s thought leadership by shaping how we show up in the broader hospitality space
Preferred Qualifications
Experience in community building, talent branding, or industry engagement is a strong plus
Benefits
- Work from (almost) anywhere for up to 20 days per year
- Company-paid therapy sessions through SpringHealth
- Company-paid subscription to Headspace
- Annual company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!)
- 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
- 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 benefits
- This role is eligible to be considered for an annual bonus
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