Head of Global Enterprise, Sales & Services

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What Opentable is looking for in applicants

About OpenTable

OpenTable, part of Booking Holdings Inc. (NASDAQ: BKNG), is the world's leading provider of online restaurant reservations, seating more than 50,000+ restaurants, bars, wineries and other venues that attract guests, manage capacity, improve operations and maximize revenue.

Since its inception, OpenTable has seated more than 2 billion diners via online reservations and seats more than 31 million diners each month. The Company is headquartered in San Francisco, California, and the OpenTable service is available throughout Australia, Canada, Germany, Mexico, the United Kingdom, the United States and many more locations.

The Position

The Head of Global Enterprise, Sales and Services is an integral part of the global leadership team. This position has responsibility for leading impactful sales and relationship management teams as a main driver of OpenTable’s global revenue growth. You will help drive the growth and development of OpenTable’s restaurant network in the enterprise space, including the acquisition of new businesses as well as the retention of existing restaurants. As a two-sided restaurant and diner platform, this dynamic leader will own the supply-side of our business but can also manage senior partners across Marketing, Partnerships, Finance, Operations, Product and Engineering to excel in a dynamic restaurant technology space. The position will report to the Head of Growth Markets.


  • Grow revenue through well-defined restaurant make-up, pricing, product, team and account level strategy, including new sales acquisition, installation, and retention of assigned accounts.

  • Design, communicate and implement strategic plans for the organization’s continued growth and success in our largest accounts.

  • Provide leadership and vision for the Enterprise Sales and Services teams who are located across in the US, UK and Australia. The head of North America and UK Enterprise teams will report into the Head

  • Identify, recruit, train and retain a field team to build a group of highly motivated, ambitious, and top-performing Account Executives, Account Managers, and Team Leads.

  • Effectively handle performance across the team to hit sales and strategic goals and manage out poor performers.

  • Represent OpenTable as an industry executive, as well as the final point of contact for high-value accounts to resolve conflicts, pricing concerns and competitive threats.

  • Provide guidance and cross-departmental coordination as the team leader with key department heads including Marketing, Partnerships, Finance, Operations, Product and Engineering.

  • Drive strategic plan by developing goals, objectives and implementation plan. Run the regions as business units with P&L responsibility.

  • Actively participate in executive decisions related to field teams by providing thoughtful analysis and input related to pricing strategies, prioritization and delivery of corporate initiatives.


  • 10+ years of demonstrated experience building and leading enterprise development teams or running business units. Prior Sales Director experience in hospitality is required.

  • Proven ability to lead a team with an entrepreneurial spirit, positive demeanor, and passion for the business. Works with autonomy, needing little guidance.

  • Demonstrated success as a manager and contributor in software sales, overachieving on assigned goals or critical metrics, harboring a growth mindset.

  • Must be comfortable in a highly analytical environment and love problem solving.

  • Experience with stakeholder management in a global organization.

  • Experience includes sophisticated high-value sales to key accounts and/or National Accounts.

  • Travel is estimated at 35%, mostly in the North American but also to the UK and Australia.


  • Work from "Almost" Anywhere. No minimum days are required in the office.

  • Mental Health Well-being: 6 company paid therapy sessions, subscription to Headspace app, wellbeing speaker series and resources.

  • 1 floating day off per year to celebrate your birthday or another occasion of your choice!

  • Additional company sponsored holidays twice a year.

  • Catered office events.

  • Learning and Development opportunities.

  • Inclusive Paid Parental leave.

  • Employee Resource Groups.

Diversity and Inclusion:

We seek 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. OpenTable is proud to be an Equal Opportunity Employer, and encourages candidates from all backgrounds and experiences to apply for our roles. 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, perform job responsibilities, and receive other benefits and privileges of employment. Please contact us to request accommodation.

Want some tips on how to get an interview at Opentable?

What is Opentable looking for?
If this role looks interesting to you, a great first step is to understand what excites you about the team, product or mission. Take your time thinking about this and then tell the team! Get in touch and communicate that passion.
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How to land an interview at Head of Global Enterprise?
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