Director, B2B Growth Marketing (Hybrid)

OpenTable • San Francisco, CA

2d • Hybrid

About The Position

OpenTable is seeking a Director of B2B Growth Marketing to lead the growth engine that helps restaurants discover, adopt, and grow with its products. The role owns full-funnel performance across self-serve and sales-assisted motions, with accountability for pipeline, conversion, and revenue growth across Independent and Enterprise restaurants. The director leads a team of eight and combines customer insight, marketing judgment, analytical rigor, and technical fluency to deliver measurable results. The role sets strategy, makes investment decisions, and supports the team’s performance.

The position is hybrid in San Francisco, with an expectation of working in the office two days per week. OpenTable operates across multiple time zones, so occasional communications outside conventional business hours may be needed to collaborate with international colleagues, respond to restaurant partners, or address urgent matters. The role’s U.S.-based salary range is $185,000–$205,000 and it may be considered for an annual bonus and equity grant.

Requirements

• At least 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.
• At least 3 years leading a growth or performance marketing team, including 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.
• Ability to work closely with data, understand underlying systems, and turn analysis into decisions.
• Strong commercial judgment and cross-functional leadership, connecting marketing investment to customer value, efficiency, pipeline, and revenue.

Nice To Haves

• Experience in B2B SaaS, marketplaces, technology, hospitality, or another complex, multi-segment business.
• 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.

Responsibilities

• Set the B2B growth strategy and operating plan across Independent and Enterprise restaurants, translating company goals into 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, building clear ownership, high standards, collaboration, and growth opportunities.
• Build a connected growth system across the customer journey, guiding work in areas such as SEO, lifecycle, paid marketing, web, and marketing operations.
• 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 scale, change, or stop decisions.

Benefits

• Work from almost anywhere for up to 20 days per year.
• Company-paid therapy sessions through SpringHealth.
• Company-paid Headspace subscription.
• Annual company-wide week off.
• Paid parental leave.
• Generous paid vacation and time off for birthdays.
• Paid volunteer time.
• Development dollars.
• Leadership development.
• Access to thousands of on-demand e-learnings.
• Travel discounts.
• Employee Resource Groups.
• Free lunch two days per week.
• Office building amenities, including a gym and bike parking.
• 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.
• Parental leave benefits.
• Annual bonus eligibility.
• Equity grant eligibility.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed