Headquarters: United States
URL: https://opentable.com

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

We are seeking a high-impact relationship builder to own and grow OpenTable's most strategic hotel partnerships worldwide. As the Global Hotel Partnerships Manager, you will be the primary architect of OpenTable's relationships with the world's leading hotel brands and management groups — sitting at the critical intersection of business development, product evolution, and global operations.

You will manage a portfolio of high-value, Tier-1 hotel partnerships, leading complex global negotiations, driving adoption of OpenTable's technology suite, and ensuring our products are seamlessly integrated into the world's most prestigious hotel portfolios. Success in this role means growing revenue and retention through a consultative, data-driven approach while serving as the connective tissue between partner executives, their technical teams, and OpenTable's internal functions.

This is a remote position, with a preference for candidates based on the East Coast. The role requires up to 25% domestic and international travel. 

Responsibilities

• Act as the primary relationship owner for Tier-1 global hotel partners (e.g., Marriott, Hilton, Four Seasons, IHG), overseeing relationship health, retention, and revenue growth across regions.
• Lead end-to-end negotiation and contracting for global service agreements, co-marketing contracts, and technical addendums, structuring terms that maximize strategic value across diverse markets.
• Develop and execute profitability and revenue strategies that exceed growth and retention goals — including auditing financial structures such as rebate programs and implementing pricing models that increase average partner revenue.
• Drive global adoption of high-value features and products, including OpenTable Pro, Private Dining Instant Booking, and Automated Guest Codes.
• Serve as the bridge between partner technical teams and OpenTable Engineering to deploy API products (e.g., Sync, CRM, Booking), and navigate enterprise-level security audits, SSO implementation, SOC 2 reporting, and complex data privacy requirements.
• Build consensus across cross-functional teams (Product, Engineering, Legal, Finance, Sales Ops) to align contract terms, product requests, and account plans, and provide end-to-end support for product releases and the subsequent go-to-market strategy.
• Prepare and lead Quarterly Business Reviews (QBRs) and "Year in Review" performance audits for C-suite stakeholders, and design sales enablement and training materials that equip leadership and account management with hotel expertise.
• Represent OpenTable at major industry trade shows and conferences, presenting on topics meaningful to the global travel and hospitality industry.
• Own the administrative side of the partnership, including documentation of client engagement in Salesforce, stewardship of hotel-specific resource sites, and strategic communication flows.
• ...