OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), powers reservations for the hospitality industry. OpenTable’s software seats more than 1 billion people per year and helps more than 60,000 restaurants, bars, wineries and other venues attract guests, manage capacity, improve operations and maximize revenue.

As an employee of OpenTable, you will be part of a global network that includes OpenTable and KAYAK's portfolio of metasearch brands including Swoodoo, checkfelix, momondo, Cheapflights, Mundi and HotelsCombined. Many employees are dedicated to one brand, but we all have the benefit of using each other's strengths and insights. Together, we're able to help people experience the world through dining and travel.


The Role

Reporting to the Revenue Strategy and Operations Director, this position is responsible for supporting a variety of sales and services related programs and initiatives in North America. Candidates for this role must have experience in leading and managing a team, creating commission plans for a sales org, setting quotas, territory planning and manipulating large sets of data to discover trends and make recommendations on sales and services strategies. The role will work cross-functionally with multiple departments including executive leadership, sales, learning and development, analytics, and finance to support the design, implementation and continued optimization of multiple business needs. 


The Manager level position is expected to have an excellent understanding of the OpenTable Sales and Services organization, ability to learn quickly, and manage a high performing team. You'll be able to navigate the roles, reporting, and reality of the business in the field. This position needs to have excellent communication, project management and data analysis skills and be comfortable building recommendations. Experience with Salesforce and an operations, finance or analytics background preferred.



  • Lead and manage a team responsible for goaling, commission plans, territory management, and recognition programs and SPIFs that help enable sales strategy

  • Collaborate with sales and services leads to align goal methodology to company goals

  • Own sales and services goal forecasting

  • Deliver sophisticated analytics to support global Sales and Services on headcount and territory management

  • Evaluate and outline new sales and services territories

  • Prepare and present data analysis for audiences ranging from field sales members to senior leadership

  • Collect feedback and handle flow of inbound ad hoc requests from the Global Restaurant Sales and Services (RSS)

  • Improve (SFDC) processes and data



  • Advanced Excel skills required, including proficiency with pivot tables and VLOOKUP; equivalent Google Sheets experience preferred

  • Knowledge in Salesforce, Geopointe/Salesforce Maps, ThoughtSpot, SuperSet, Microstrategy a plus

  • Understanding of SQL a plus

  • Operational experience in measuring and improving efficiency, utilization, scale initiatives, etc

  • High energy and contagious enthusiasm; willing to take on tough projects

  • Strong verbal and written communication skills including detailing business processes, use cases, and business requirements

  • Excellent analytical and reporting capabilities, problem solving, negotiation, task and project coordination, and organization skills

  • Understanding of sales processes

  • 5+ years of experience in analytics, operations, or strategy role



  • Generous paid vacation

  • Day off on your birthday

  • Company matched retirement plans

  • Health, dental and vision insurance plans

  • Flexible Spending Accounts

  • Headspace Subscription

  • Drinks, coffee, snacks, games

  • Flexible hours

  • Universal Paid Parental leave

There are a variety of factors that go into determining a salary range, including but not limited to external market benchmark data, geographic location, and years of experience sought/required. The range for this United States located role is $88,259-$130,000.

In addition to a competitive base salary, roles are eligible for additional compensation and benefits including: annual cash bonus; 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); and parental leave and benefits.

Diversity and Inclusion

We aspire to have a workplace that reflects all of the diverse communities we serve. We know that when we have diverse teams we produce more creative ideas, products, and better outcomes for our team members. OpenTable/KAYAK is proud to be an Equal Opportunity Employer, and we welcome and encourage candidates from all backgrounds and experiences to apply for roles on our team. Whoever you are, just be you.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform job responsibilities, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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