Senior Manager, Key Account Relations

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. 

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.

The Opportunity:

We are seeking a Senior Manager to lead our efforts to build and nurture relationships with high priority accounts and talent building on our newly established Key Accounts team, which is dedicated to building and nurturing partnerships with most awarded, prestigious restaurants in the US. This role will improve mutual value creation for OpenTable and key account partners while also driving the success of related programs and initiatives, including high-profile collaborations like the Chase Sapphire Reserve Dining Collection and OpenTable Icons. The Senior Manager will report to the Director of Key Accounts.

In this role, you will serve as the strategic, operational, and creative leader for OpenTable’s Key Accounts initiatives focused on Chef Talent and Community. You’ll define and execute high-impact programs that elevate our most prestigious restaurant partners—driving measurable outcomes while shaping how OpenTable shows up across the industry. This role requires a rare blend of relationship building, partnership development, and stakeholder management skills with structured strategic and analytical thinking, operational excellence, and bold, creative vision. You’ll connect dots across marketing, partnerships, events, and other functions, turning big ideas into scalable solutions that redefine how we engage with the culinary world. As the ultimate advocate for our top partners, you’ll help OpenTable deliver game-changing value—through programs that are not only well-executed, but truly inspiring to our partners and the industry.

This is a remote position, with up to 30% domestic travel.

In this role, you will:

• Cultivate strong relationships with leading chefs, restaurateurs, and industry influencers, reinforcing OpenTable’s position as a trusted partner.

• Develop game changing and unique strategic offerings for standout restaurant partners that reflect their unique goals, voice, and vision.

• Represent OpenTable at industry events and roundtables, building brand visibility and staying closely connected to culinary culture and trends.

• Set the strategy and objectives for how the Key Accounts team can elevate OpenTable’s most prestigious restaurant partnerships.

• Lead high-impact programs that showcase chef talent and restaurant brands through innovative marketing, events, and strategic collaborations.

• Build and manage budgets and financial models to ensure efficient resource allocation and measurable value delivery.

• Apply structured problem-solving and data-driven analysis to shape partnership strategies, identify new opportunities, and optimise programs.

• Orchestrate large-scale, cross-functional initiatives from concept through execution, collaborating with Marketing, Events, Partnerships, and Account Management.

• Translate strategic objectives into scalable operational plans, identifying risks, dependencies, and resource needs across initiatives.

• Bring operational rigour to complex programs that you own—defining goals, ensuring clear workflows, driving clear communication alignment, and ensuring timely delivery with clear and measurable KPIs.

• Establish operational systems, frameworks, tooling, and/or processes that enable the team to scale, improve efficiency, and track impact over time.

• Create systems and tools to measure engagement, success metrics, and partnership impact.

• Build internal communication frameworks to keep teams aligned and informed on key account activity, goals, and outcomes.

• Act as a strategic advocate for key accounts, aligning internal and external stakeholders to deliver shared value.

• Represent OpenTable in high-level conversations, presenting with clarity and credibility to executive stakeholders and external partners.

• Engage with partners and prospects pre-sale to drive win rates in cooperation with account teams as necessary

• Design and scale programs that build community among key accounts—such as mentorships, ambassador programs, and nonprofit/philanthropic partnerships.

• Foster a sense of shared identity and long-term value across the Key Accounts ecosystem.

• Contribute to OpenTable’s thought leadership by shaping how we show up in the broader hospitality space.

Please apply if:

• Bachelor’s degree and 6+ years of experience in strategic partnerships, marketing, hospitality, brand strategy, or program management—preferably with exposure to high-profile talent or luxury/lifestyle brands.

• Experience in community building, talent branding, or industry engagement is a strong plus.

• 30% Travel commitment required to represent OpenTable and the Key Accounts team at industry, account, or OpenTable events.

• Exceptional leadership, strategic thinking, and critical problem-solving skills with a proven track record of delivering measurable business outcomes.

• Demonstrated ability to manage multiple high-visibility, cross-functional initiatives with strong organization, prioritization, and execution discipline.

• Excellent verbal and written communication skills, with the ability to clearly and persuasively convey complex ideas to both internal and external stakeholders, including executive audiences.

• Strong relationship-building and stakeholder management skills.

• Highly organized, proactive, and results-driven, with a strong bias for action.

• Passion for restaurants, culinary culture, and the broader hospitality industry.

• Proficiency in Google Workspace, Salesforce, and data analytics tools such as Preset, Looker, Tableau, or similar platforms.

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

• Competitive retirement and health plans

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 located role is $110,000 - $125,000.

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.

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 adjustments 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 adjustments.