OpenTable

Senior Director, Restaurant Sales and Services

OpenTable

full-time

Posted on:

Origin:  • 🇺🇸 United States • California, Florida, Illinois, New York

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Salary

💰 $205,000 - $220,000 per year

Job Level

Senior

About the role

  • 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
  • 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

Requirements

  • 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
  • Proven ability to lead a team with an entrepreneurial spirit, positive attitude, and passion for the business
  • 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 New York City, Miami, Chicago, Atlanta, Los Angeles, or San Francisco but open to remote applicants in any US major city that are willing to travel