Director - Key Accounts

With millions of diners, 60,000 restaurant partners and 25+ years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a passion for helping restaurants thrive. Our world-class technology empowers restaurants to focus on what matters most – their team, their guests, and their bottom line – while enabling diners to discover and book the perfect restaurant for every occasion. 

Every employee at OpenTable has a tangible impact on what we do and how we do it. You’ll also be part of a distributed team that includes our sister brand, KAYAK and its portfolio of global metasearch brands. Hospitality is all about taking care of others, and it defines our culture.

We are seeking a Director of Key Accounts to lead a newly established team dedicated to building and nurturing partnerships with most awarded, prestigious restaurants in the US. This role will improve mutual value creation for OpenTable and key account partners while also driving the success of related programs and initiatives, including high-profile collaborations like the Visa Dining Collection and OpenTable Icons. The Director will report to the Head of Major Markets.

In this role, you will serve as the visionary leader for OpenTable’s key accounts strategy, managing high-impact projects, working cross-functionally with internal and external partners, and leading and empowering a team of Key Account Managers and Industry Relations Managers. You will connect strategic dots and bridge gaps as the ultimate advocate for our key account partners while demonstrating an innovator’s attitude.

What You’ll Do

Visionary Leadership & Critical Thinking

• Set the vision and goals for a brand new team responsible for improving key account success and value.

• Act as an inspiring leader in shaping how key partnerships are showcased in order to elevate the OpenTable brand through innovative marketing and event engagements.

• Create, own and analyze financial models and budgets to optimally use resources to showcase our key account partners.

Cross-Functional Collaboration

• Work closely with cross-functional teams to drive alignment and support for key account needs and initiatives. Act as a liaison between various departments, including Product, Partnerships, Marketing, Legal and Finance, and Support to act as the chief advocate for key account partners and influence roadmaps, strategies, and process.

• Partner with District Managers across the US to regionalize strategies and ensure that key account partnerships are contributing to market success and brand perception across target markets.

Stakeholder Influence & Management

• Own the supply strategy for special programs such as Visa Dining Collection and OpenTable Icons, working collaboratively with internal and external partners on restaurant selection and acquisition as well as program success.

• Influence and engage partners at all levels to gain alignment and support for key account initiatives.

People Management & Execution

• Manage, coach, and inspire both individual contributors and people managers to exceed goals and expectations.

• Create operational rigor around deadlines, critical metrics, and the ultimate vision for key accounts while juggling multiple high-priority projects.

• Orchestrate large-scale initiatives that impact not just our restaurant partners, but the future of OpenTable’s success.

Restaurant & Industry Relations

• Establish a strong personal brand and industry presence by engaging with the nation’s most prestigious restaurants and top talent through strategic meetings and active participation in industry events.

• Collaborate with the team to craft tailored strategic offers for standout restaurants and top talent, demonstrating creativity and innovative thinking and ensuring that each offer is meticulously tailored to align with the unique interests and goals of each partner.

What You Bring to the Table (pun intended):

• Bachelor’s degree or equivalent experience in Business Administration, Management, or a related field. A Master’s degree or MBA or equivalent experience is a plus.

• 8+ years of generalist experience leading teams toward audacious business goals. Experience in entrepreneurial ventures or start-ups, showing adaptability and innovative thinking is a plus.

• Exceptional leadership, strategic, and critical thinking skills with a track record of delivering measurable business outcomes.

• Proven ability to manage multiple high-visibility initiatives simultaneously with a disciplined and organized approach.