Director, B2B Growth Marketing (Hybrid)

OpenTable; San Francisco (CA); Hybrid; USD 185,000 - 205,000; Full time

Benefits offered by this job

Work from (almost) anywhere for up to

Focus on mental health and well-being:

Company-paid therapy sessions through

Company-paid subscription to Headspace

Annual company-wide week off a year -

Paid parental leave

Generous paid vacation + time off for

Focus on your career growth:

Access to thousands of on-demand e-le…

Travel Discounts

Employee Resource Groups

Free lunch 2 days per week

Convenient downtown SF office location

Building amenities, such as a gym &

Job summary

OpenTable is seeking a Director of B2B Growth Marketing in San Francisco to lead our growth engine across independent and enterprise restaurants. You will own full-funnel performance, from acquisition to revenue, and lead a team of eight to deliver measurable results.

You will collaborate with Sales, Product, Engineering, Analytics, and Finance to optimize measurement and growth opportunities, allocating budget and applying data, automation, and AI thoughtfully to scale impact.

Qualifications

• 8+ years in B2B growth, demand generation, or related field.
• 3+ years leading a growth or performance marketing team.
• Experience designing or scaling self-serve and sales-assisted growth motions.
• Strong analytical and technical fluency with data-driven decision making.

Responsibilities

• Set the B2B growth strategy across Independent and Enterprise restaurants.
• Own full-funnel performance from acquisition to revenue.
• Lead, coach, and develop a team of eight.
• Build a connected growth system across the customer journey.

Skills

B2B growth

Growth marketing

Leadership

Analytics & data

CRM & automation

Tools

CRM systems

Marketing automation

Analytics tools

Job description

Location: San Francisco, CA – Hybrid (2 days per week in office)

With millions of diners, 70,000+ 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 global team that includes and its portfolio of metasearch brands. Hospitality is all about taking care of others, and it defines our culture.

About the job

OpenTable is looking for a Director of B2B Growth Marketing to lead the growth engine that helps restaurants discover, adopt, and grow with our products. You’ll own full-funnel performance across self-serve and sales-assisted motions, with accountability for pipeline, conversion, and revenue growth across Independent and Enterprise restaurants. You’ll lead a team of eight spanning the core growth function and bring together customer insight, marketing judgment, analytical rigor, and technical fluency to turn opportunities into measurable results. This is a high-impact role for a leader who can set the strategy, make smart investment tradeoffs, and help a talented team do its best work.

Responsibilities

• Set the B2B growth strategy and operating plan across Independent and Enterprise restaurants, translating company goals into clear priorities, targets, and investment decisions.
• Own full-funnel performance across self-serve and sales-assisted journeys, from acquisition and activation through opportunity creation, conversion, retention, expansion, and revenue.
• Lead, coach, and develop a team of eight, creating clear ownership, high standards, strong collaboration, and meaningful growth opportunities.
• Build a connected growth system across the customer journey, guiding work across areas such as SEO, lifecycle, paid marketing, web, and marketing operations without treating them as disconnected channels.
• Establish a trusted performance framework and partner with Sales, Product, Engineering, Analytics, and Finance to improve measurement, customer progression, pipeline quality, and conversion.
• Allocate budget, prioritize experimentation, and use data, automation, and AI thoughtfully to improve growth efficiency and make clear scale, change, or stop decisions.

Minimum Qualifications

• 8+ years of experience in B2B growth, demand generation, performance marketing, revenue marketing, or a related field, with demonstrated ownership of pipeline, conversion, and revenue outcomes.
• 3+ years leading a growth or performance marketing team, including experience developing managers or leading a team of meaningful scale.
• Experience designing or scaling both self-serve and sales-assisted growth motions.
• Strong analytical and technical fluency, including comfort with CRM, marketing automation, attribution, reporting, experimentation, and data quality. You can get close to the data, understand the systems behind it, and turn analysis into a decision.
• Strong commercial judgment and cross-functional leadership skills, with the ability to connect marketing investment to customer value, efficiency, pipeline, and revenue.

Preferred Qualifications

• Experience in B2B SaaS, marketplaces, technology, hospitality, or another complex, multi-segment business.
• A track record of building or improving a growth engine across acquisition, activation, conversion, retention, and expansion.
• Experience using unit economics such as CAC, LTV, payback period, or contribution margin to guide investment decisions.
• Experience building a disciplined experimentation culture and applying AI or automation to improve marketing operations and decision‑making.
• Experience leading distributed or globally connected teams and influencing senior stakeholders across Marketing, Sales, Product, Engineering, Analytics, and Finance.

Benefits and Perks

• Work from (almost) anywhere for up to 20 days per year
• Focus on mental health and well-being:
• Company-paid therapy sessions through SpringHealth
• Company-paid subscription to Headspace
• Annual company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!)
• Paid parental leave
• Generous paid vacation + time off for your birthday
• Focus on your career growth:
• Access to thousands of on-demand e-learnings
• Travel Discounts
• Employee Resource Groups
• Free lunch 2 days per week
• Convenient downtown SF office location close to the Embarcadero MUNI and BART stations.
• Building amenities, such as a gym & bike parking

This role aligns with that approach, with an expectation of coming into the office two days a week—giving employees the best of both worlds: in-person collaboration and flexibility.

Note for MA applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

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 United States based role is $185,000-$205,000.

We offer a competitive base salary and benefits including: 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 benefits. This role is eligible to be considered for an annual bonus and equity grant.

At OpenTable, we pride ourselves on fostering a global and dynamic work environment. As a team member with us, you will benefit from a schedule tailored to accommodate a global workforce operating across multiple time zones. While the majority of your responsibilities may align with conventional business hours, there will be instances where you are expected to manage communications - via calls, Slack messages, or emails - outside of regular working hours to effectively collaborate with international colleagues, respond to restaurant partners, and/or address urgent matters. OpenTable will always abide by and consider local laws and regulations.

Inclusion

We’re committed to creating a workplace where everyone feels they belong and can thrive. We know the best ideas come when we bring different voices to the table, so we’re building a team as dynamic as the diners and restaurants we serve—and fostering a culture where everyone feels welcome to be themselves.

If you need accommodations during the application or interview process, or on the job, we’re here to support you. Please reach out to your recruiter to request any accommodations.

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.

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 measurethe 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.