District Director, NYC

OpenTable; New York (NY); Hybrid; USD 170,000 - 190,000; Full time

Benefits offered by this job

Hybrid work model

Mental health support (SpringHealth)

Headspace subscription

Paid parental leave

Generous vacation and PTO

Volunteer time

Development dollars

Travel discounts

Empire State Building office

Job summary

OpenTable, a Booking Holdings company, seeks a District Director for New York City to lead our largest market. You will drive revenue, growth, and retention by empowering account executives and managers while shaping bold strategies and rallying your team around ambitious targets.

You will mentor a diverse team, build top customer relationships, and stay ahead of industry trends to elevate OpenTable’s brand in NYC. This hybrid role requires deep market knowledge and strategic leadership.

Qualifications

• 8+ years of sales leadership in tech, SaaS, or startups.
• Proven track record with high-value, complex sales cycles.
• Deep knowledge of NYC restaurant community and trends.
• Strong analytical skills to translate data into action.
• Excellent written and verbal communication; multi-timezone coordination.
• Must be located in NYC and able to invest time in the market.

Responsibilities

• Drive revenue growth, customer acquisition, and account retention by executing annual territory strategies and sales playbooks.
• Develop, mentor, and nurture a high-performing team of people leaders and ICs to exceed sales goals.
• Engage in NYC market by meetings and events to build relationships with key accounts.
• Lead high-priority initiatives independently, addressing performance gaps and fostering accountability.
• Represent OpenTable as an industry leader with product and trend expertise.
• Utilize data and sales modeling to draw actionable insights and adapt plans.
• Partner with executive team to drive strategy for the NYC market.

Skills

Sales leadership

Account management

Analytical skills

Communication skills

Located in NYC

Education

Bachelor's degree

Job description

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 and its portfolio of metasearch brands. Hospitality is all about taking care of others, and it defines our culture.

About the Job

As the District Director for New York City, you will serve as the strategic territory leader for our largest and most competitive market in the United States. In this impactful role, you will drive revenue, customer growth, and retention by empowering a diverse team of account executives, account managers, and people leaders. You will act as a creative force to rethink strategies, challenge assumptions, and turn roadblocks into breakthroughs while navigating evolving customer needs. By rallying your team around bold targets and leading by example, you will build strong relationships with top customers and establish a standout brand presence in the market.

Responsibilities

• Drive revenue growth, customer acquisition, and account retention by executing comprehensive annual territory strategies and sales playbooks.
• Develop, mentor, and nurture a high‑performing team of people leaders and ICs to consistently exceed monthly, quarterly, and annual sales goals.
• Engage actively in the NYC market by participating in customer meetings and industry events to build strong relationships with key accounts and prospects.
• Lead multiple high‑priority initiatives independently, addressing performance gaps and fostering accountability, growth, and team collaboration.
• Represent the organization as an industry leader, maintaining an expert‑level understanding of all products and trends to navigate complex customer conversations effectively.
• Utilize data and sales modeling to draw actionable insights, make data‑led decisions, and adapt tactical plans to emerging industry trends.
• Serve as a key business partner to the executive team, representing the company’s interests and driving strategy for the high‑stakes NYC market.

Minimum Qualifications

• 8+ years of sales leadership experience, with a proven track record of consistent success in a fast‑paced technology, SaaS, or start‑up environment.
• Demonstrated experience managing complex, high‑value sales cycles with key or national accounts.
• Deep understanding of and passion for the NYC restaurant community, with the ability to translate market trends into tactical business plans.
• Advanced analytical and strategic skills with a standout ability to translate data into strategic, insight‑driven decisions and action plans.
• Excellent written and verbal communication skills, with the ability to manage multiple time‑sensitive initiatives in parallel.
• Must be located in NYC, with the ability to invest significant time in the market interfacing with team and customers.

Preferred Qualifications

• Bachelor's degree or equivalent practical experience.
• Proven ability to lead with an entrepreneurial spirit, fostering a positive, autonomous, and accountable team environment.
• Experience navigating unstructured environments while maintaining a focus on continuous improvement and team development.

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
• Paid volunteer time
• Focus on your career growth:
• Development Dollars
• Leadership development
• Access to thousands of on‑demand e‑learnings
• Travel Discounts
• Employee Resource Groups
• Free lunch 5 days per week
• Beautiful office in the Empire State Building with lots of building amenities, such as a gym, multi‑purpose room, in‑building Starbucks, and more.

The best connections happen face‑to‑face, whether you’re sitting down to dinner or having coffee with a coworker. That’s why OpenTable has adopted a hybrid workplace model. 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.

Equity Eligibility & Quarterly Bonus Eligibility

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 $170,000 - $190,000 plus quarterly sales bonus.

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 equity grant.

Work Environment & Flexibility

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.

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