VP, Global Sales and Services

Job Description

The Vice President of Global Sales and Services operates as an integral part of the leadership team and also a key cross-functional leader. This position has responsibility for the growth and development of OpenTable’s restaurant network in its regional markets, including the acquisition of new business, growing existing business, the retention of accounts, and OpenTable’s revenue growth. The VP will be a multifaceted, highly data-focused leader who will not only own the Regional Growth business, but also spearhead building out a technology-led hybrid field / phone-based 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.
• Run the regions as business units with P&L responsibility, with an understanding of top line and bottom line drivers.
• Own the pipeline health (coverage, velocity, close rates) and forecast for the regions. Work with the strategy team to build and distribute dashboards and standard reports as needed to track overall business performance.
• Provide leadership and vision for the dispersed Sales and Services team in the regions through a hybrid phone/field sales model.
• Direct management of District Managers who lead individual pre- and post-sales teams.
• 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.
• Effectively handle performance across the team to hit goals for the regions and manage out poor performers.
• Represent OpenTable as an industry executive and to high value accounts as the final point of partner concern for resolution of issues, competitive threats, and changes to market strategy.
• Own and improve the sales process and customer experience from pre-sale to post-sale.
• 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.
• Provide guidance and cross-departmental coordination as a sales leadership voice with key department heads including Product, Brand & Performance Marketing, Finance & Operations, Support, and Business Development. Understanding of decision-making and metrics in each of these departments is key.
• Design, drive and present compelling strategic plans by developing goals, objectives and implementation plans.
• 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.

Required

• 10+ years of experience building and leading sales/business development teams or running business units. Prior VP or (Sr.) Sales Director experience at a fast paced, preferably tech environment.
• Deep understanding of industry and customer trends and the ability to weave these into tactical plans.
• Deep experience in understanding and evaluating financial / sales modeling and forecasting.
• Proven success with data-focused decision modeling and execution of recommendations.
• Experienced manager and key contributor who frequently overachieves on assigned goals or critical metrics.
• Global leadership experience and validated ability to adapt management style to achieve success with local markets.
• Consistent record of sales success in a similar enterprise software application environment or working in a successful start-up environment.
• Experience includes sophisticated high-value sales to key accounts.
• Need 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 empower and lead a team with an entrepreneurial spirit, positive attitude, and passion for the business. Works with autonomy, needing little guidance.
• Previous experience with organizational change.
• Highly numerate, with a focus on using detailed data and analytics to make decisions and to tell a story.
• High EQ and IQ.

About OpenTable

OpenTable, part of Booking Holdings Inc. (NASDAQ: BKNG), is the world's leading provider of online restaurant reservations, seating more than 134 million diners per month via online bookings across approximately 60,000 restaurants.

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 the United States, as well as in Canada, Germany, Japan, Mexico, the UK, Australia and many more locations.

As an employee of OpenTable, you will be part of a global network that includes OpenTable and KAYAK's portfolio of metasearch brands including momondo, Cheapflights, Swoodoo, checkfelix, 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!

Diversity and Inclusion at OpenTable/ KAYAK

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 innovative ideas, products, services, and better business outcomes for our partners. 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 essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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