About the Role
<p>With millions of diners, 60,000+ 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. </p>
<p>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.</p>
<h3>About the job</h3>
<p>The Lead, Sales & Revenue Enablement will lead a high-performing team of New Hire Trainers and drive the strategic vision for how OpenTable ramps go-to-market talent across the Restaurant Sales and Services organization. This role owns the end-to-end strategy for building scalable, role-specific onboarding architecture designed to accelerate time-to-value, instill high-performing sales behaviors, and drive repeatable revenue outcomes. As a key strategic partner to Revenue Operations and GTM leadership, you will define the intersection of enablement-led training, certification, and frontline manager coaching while leveraging data-driven insights and AI-enabled technologies to modernize sales enablement at scale.</p>
<p>Key Responsibilities</p>
<ul>
<li><strong>People Leadership & Coaching</strong>: Direct, coach, and develop a team of New Hire Trainers, fostering a high-performance culture, setting clear priorities, and driving operational excellence across all onboarding programs.</li>
<li><strong>Program Strategy & Architecture</strong>: Own the multi-track onboarding strategy and end-to-end program design, establishing standardized graduation milestones, skill certifications, and readiness criteria aligned with GTM business priorities.</li>
<li><strong>Building Scalable Programs</strong>: Design and scale role-specific ramp frameworks across sales, account management, and customer success, balancing central enablement delivery with structured frontline manager reinforcement and accountability.</li>
<li><strong>Data-Driven Enablement & Impact</strong>: Establish comprehensive enablement metrics—moving beyond completion rates to track ramp velocity, skill adoption, behavioral changes, quota attainment, and revenue impact.</li>
<li><strong>AI & Modern Enablement Modernization</strong>: Evaluate and deploy AI-enabled tools and automated workflows to personalize learning paths, enhance role-play coaching, optimize trainer efficiency, and provide just-in-time performance support.</li>
<li><strong>Cross-Functional Strategic Partnership</strong>: Collaborate with Revenue Operations, Sales Leadership, Product Marketing, and GTM teams to ensure ramp strategies continuously reflect evolving field realities and market conditions.</li>
</ul>
<p><strong>Minimum Qualifications</strong></p>
<ul>
<li>5+ years of experience in Sales/Revenue Enablement, GTM program management, or commercial learning and development.</li>
<li>2+ years of direct people management experience, leading team members such as trainers, enablement specialists, or program managers.</li>
<li>Proven track record of designing, scaling, and executing role-based onboarding programs tied to measurable revenue and performance milestones.</li>
<li>Demonstrated capability in data-driven enablement, using performance analytics to connect learning initiatives directly to pipeline generation and ramp metrics.</li>
<li>Practical experience implementing AI tools or AI-assisted workflows within learning, coaching, content generation, or sales execution tools.</li>
</ul>
<p><strong>Preferred Qualifications</strong></p>
<ul>
<li>7+ years of revenue enablement experience within a fast-paced SaaS, B2B, or multi-channel GTM organization.</li>
<li>Hands-on experience supporting multi-track teams across field sales, inside sales, account management, and customer success.</li>
<li>Expertise in defining the operating model between central Revenue Enablement and frontline sales leadership to drive co-ownership of onboarding success.</li>
<li>Strong cross-functional leadership presence with experience partnering directly with VP- and C-level revenue executives.</li>
</ul>
<h4><strong>Benefits and Perks</strong></h4>
<ul>
<li>Work from (almost) anywhere for up to 20 days per year</li>
<li>Focus on mental health and well-being:</li>
<ul>
<li>Company-paid therapy sessions through SpringHealth</li>
<li>Company-paid subscription to Headspace</li>
<li>Annual company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!)</li>
</ul>
<li>Paid parental leave</li>
<li>5 weeks paid vacation</li>
<li>Time off for your birthday</li>
<li>Paid volunteer time</li>
<li>Focus on your career growth:</li>
<ul>
<li>Development Dollars</li>
<li>Leadership development</li>
<li>Access to thousands of on-demand e-learnings</li>
</ul>
<li>Travel Discounts</li>
<li>Employee Resource Groups</li>
<li>Private health & dental insurance</li>
<li>Income protection and life assurance</li>
<li>Employee Assistance Program - including 24/7 GP & free legal advice</li>
<li>Pension plan contributions</li>
<li>Discounted gym membership</li>
<li>Bike2Work</li>
<li>Season ticket loan</li>
<li>Social events & Thursday happy hours</li>
<li>Free lunch 2 days per week</li>
</ul>
<p>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.</p>
<p><strong>Work Environment & Flexibility</strong></p>
<p>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.</p>
<p><strong>Inclusion</strong></p>
<p>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.</p>
<p>If you need any reasonable adjustments during the application/interview process, or on the job, we’re here to support you. Please reach out to your recruiter to request any accommodations.</p>
<p>#LI-Hybrid<br>#LI-CW2</p>