With millions of diners, tens of thousands of restaurants, and 23+ years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a unique insight into the world of hospitality. We champion restaurants, bars, wineries, and other venues around the world, helping them attract guests, manage capacity, improve operations and maximize revenue.

Every employee at OpenTable has a tangible impact on what we do and how we do it. You’ll also be part of a global network that includes OpenTable and KAYAK's portfolio of travel brands including Swoodoo, checkfelix, momondo, Cheapflights, Mundi and HotelsCombined.

Hospitality is all about taking care of others, and it defines our culture. You’ll work in a welcoming and inclusive environment, and get the benefits, flexibility, and support you need to succeed.

The Head of Regional Growth operates as an integral part of the leadership team, but also as a key cross-functional leader. This position has responsibility for the growth and development of OpenTable’s restaurant network in its regional growth markets, including the acquisition of new business growing existing business, the retention of accounts, and OpenTable’s revenue growth. The Head of RG will be a dynamic, highly data-driven leader who will not only own the Regional Growth business, but also spearhead building out a technology-led sales organization, utilizing data to help prioritize and optimize the team’s resources for scalable growth.

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.
30-50% travel is expected.

Required

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 is a preferred.
Preferred locations are Denver, CO; Stamford, CT; New York City or San Francisco, CA but open to remote applicants in the US that are willing to travel.

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 remote United States based role is $175,000 -210,000.In addition to a competitive base salary, roles are eligible for additional compensation and benefits including: 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); and parental leave and benefits.

Diversity, Equity, and Inclusion

OpenTable aspires to be a workplace that reflects the diverse communities we serve and a culture that is inclusive and welcoming. Hiring people with different backgrounds, experiences, perspectives, and ideas is critical to innovation and to how we deliver great experiences for our users and our partners. Representation matters.

We 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.

LI - Remote

Apply for this Job

* Required

First Name *

Last Name *

Email *

Phone *

Location (City) *

Resume/CV *

Dropbox Google Drive

(File types: pdf, doc, docx, txt, rtf)

Cover Letter

Dropbox Google Drive

(File types: pdf, doc, docx, txt, rtf)

When autocomplete results are available use up and down arrows to review

+ Add another education

LinkedIn Profile

Website

How did you hear about this job?

Applicant Privacy Policy (Global) *

KAYAK Software Corporation, OpenTable, Inc., their respective subsidiaries and Momondo A/S (together, ‘KAYAK and OpenTable”, “our/we/us”, or “Company”) will process your personal data in accordance with applicable data protection laws for the purposes described in our privacy notice (Germany and All Other Locations). As part of the application process KAYAK and/or OpenTable may share your personal data across our group of companies, subject to our privacy notice and applicable laws. In order to consider you for new positions, KAYAK and/or OpenTable may keep your personal data for 6 months (within the EU) and 2 years (in all other regions), unless otherwise required by applicable law.

Acknowledge/Confirm

Where do you currently reside? *

Are you legally authorized to work in the country you are applying to? *

Will you now or in the future require visa sponsorship of any type? *

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in OpenTable’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Gender

Are you Hispanic/Latino?

Please identify your race

Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Veteran Status

Voluntary Self-Identification of Disability

Form CC-305

Page 1 of 1

OMB Control Number 1250-0005

Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

Alcohol or other substance use disorder (not currently using drugs illegally)
Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
Blind or low vision
Cancer (past or present)
Cardiovascular or heart disease
Celiac disease
Cerebral palsy
Deaf or serious difficulty hearing
Diabetes
Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
Epilepsy or other seizure disorder
Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
Intellectual or developmental disability
Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
Missing limbs or partially missing limbs
Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
Partial or complete paralysis (any cause)
Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
Short stature (dwarfism)
Traumatic brain injury

Disability Status

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.

Please reach out to our support team via our help center.

Please complete the reCAPTCHA above.