Director of B2B Growth Marketing

OpenTable; San Francisco (CA); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

Parental leave

Paid vacation

Volunteer time

Learning and development

Flexible work location

Mental health support

Job summary

OpenTable in San Francisco is seeking a Director of B2B Growth Marketing to lead the growth engine that helps restaurants discover, adopt, and grow with our products. You’ll own end-to-end B2B growth from acquisition to revenue, and build a high-impact team of eight.

The role requires strategic thinking, data-driven decision making, and collaboration with Sales, Product, and Analytics. Success means aligning budgets with priorities, measuring impact, and scaling experiments with AI-driven

Qualifications

• 3+ years leading a growth or performance marketing team, with experience developing managers
• 8+ years of experience in B2B growth, demand generation, performance marketing, revenue marketing, or a related field with ownership of pipeline, conversion, and revenue outcomes
• Strong commercial judgment and cross-functional leadership, connecting marketing investment to customer value and revenue outcomes
• Experience in B2B SaaS, marketplaces, technology, hospitality, or other complex multi-segment businesses
• Track record of building or improving a growth engine across acquisition, activation, conversion, retention, and expansion
• Experience using unit economics (CAC, LTV, payback, contribution margin) to guide investment decisions
• Experience building a disciplined experimentation culture and applying AI/automation to marketing operations

Responsibilities

• Set the B2B growth strategy and operating plan across Independent and Enterprise restaurants with clear priorities, targets and investments
• Own full-funnel performance across self-serve and sales-assisted journeys from acquisition to revenue
• Lead, coach, and develop a team of eight with clear ownership and high standards
• Build a connected growth system across the customer journey (SEO, lifecycle, paid, web, MOps)
• Establish a performance framework and partner with Sales, Product, Engineering, Analytics, and Finance to improve measurement and pipeline quality
• Allocate budget, prioritize experiments, and use data, automation, and AI to improve growth efficiency and scale

Skills

B2B growth

Demand generation

Performance marketing

Revenue marketing

Leadership

Analytics

Tools

CRM

Marketing Automation

Attribution tools

Job description

• 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
• 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

Benefits

• Generous parental leave
• Generous paid vacation + time off for your birthday
• Paid volunteer time
• Enriched learning and development opportunities - leadership development & access to thousands of on-demand e-learnings
• Work from (almost) anywhere - wherever you do your best work
• Mental health and well-being - company-paid therapy sessions through SpringHealth, company-paid subscription to HeadSpace, and company-wide weeks off a year so the whole team can recharge

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 decision3+ years leading a growth or performance marketing team, including experience developing managers or leading a team of meaningful scaleExperience designing or scaling both self-serve and sales-assisted growth motions8+ years of experience in B2B growth, demand generation, performance marketing, revenue marketing, or a related field, with demonstrated ownership of pipeline, conversion, and revenue outcomesStrong commercial judgment and cross-functional leadership skills, with the ability to connect marketing investment to customer value, efficiency, pipeline, and revenueExperience in B2B SaaS, marketplaces, technology, hospitality, or another complex, multi-segment businessA track record of building or improving a growth engine across acquisition, activation, conversion, retention, and expansionExperience using unit economics such as CAC, LTV, payback period, or contribution margin to guide investment decisionsExperience building a disciplined experimentation culture and applying AI or automation to improve marketing operations and decision-makingExperience leading distributed or globally connected teams and influencing senior stakeholders across Marketing, Sales, Product, Engineering, Analytics, and Finance