Growth Marketing Manager

OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), powers reservations for the hospitality industry. Our technology helps restaurants, bars, wineries, and other venues attract guests, manage capacity, improve operations, and increase revenue
As part of OpenTable, you’ll join a global network that includes OpenTable and Booking Holdings’ portfolio of travel brands. Together, we help people experience the world through dining and travel
We’re looking for a B2B Growth Marketing Manager to lead growth strategy for OpenTable’s independent restaurant segment. In this role, you will own how restaurants discover, activate, and grow with OpenTable—across both our self-serve, product-led motion and our sales-assisted motion—and translate that strategy into a coordinated marketing and growth roadmap
You’ll partner closely with Product, Sales, Account Management, Revenue, and Analytics to build a frictionless self-serve journey, generate and convert pipeline for restaurants that need a sales-assisted path, and design the connective tissue between the two
This is an opportunity for someone who thrives at the intersection of marketing, product, and sales, is energized by ambiguity, and wants to own growth end to end rather than a single channel
Own the growth strategy for the segment. Develop a clear view of the independent restaurant segment, its customers and prospects, and the biggest opportunities across acquisition, conversion, activation, engagement, expansion, and retention. Translate business goals and customer insight into a focused roadmap
Lead the self-serve, product-led growth motion. Own the strategy and performance of the self-serve restaurant journey, from discovery through signup, activation, and conversion, partnering with Product and Web/CRO to test and scale improvements
Build and run marketing for the sales-assisted motion. Own pipeline-generation programs—outbound, account-based marketing, field marketing, and sales collateral that generate and nurture pipeline for restaurants that need a consultative path, and partner with Account Management on expansion and retention marketing
Design the connection between motions. Define clear criteria and SLAs for when and how leads move between self-serve and sales-assisted paths, and build the feedback loops that let sales insight shape marketing strategy, and vice versa
Align on shared targets. Partner with Sales, Account Management, and Revenue leadership to set shared pipeline, conversion, and revenue goals, and establish the metrics—across both motions—that tell you where to invest, iterate, or stop
Use AI to move faster. Use AI tools to synthesize customer and behavioral insight, generate and test creative and messaging, and accelerate experimentation across both motions
Collaborate cross-functionally with Product, Sales, Account Management, Lifecycle, Web, and Analytics to bring together a cohesive growth strategy
Use data, customer insight, and business context to inform decisions
Identify opportunities to improve processes, customer experience, and business results across both the self-serve and sales-assisted journeys
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
5-8 years of experience in growth and/or B2B marketing, ideally in SaaS, marketplaces, technology, or a business serving SMBsStrong communication and analytical skills, with the ability to turn ambiguity into a clear roadmap teams can execute againstExperience with both a self-serve/product-led motion and a sales-assisted or mid-touch B2B motionAbility to use funnel and behavioral data to diagnose growth problems and prioritize opportunitiesExperience working closely with Sales, Account Management, or Revenue teams, including shared pipeline and revenue targets and sales enablementExperience working cross-functionally with teams like Product, Sales, and Analytics, without direct authority over every team you rely onFluency with AI tools for research, content generation, and workflow automation, and good judgment about where AI helps mostComfort operating in a fast-paced, evolving environment
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