Director, B2B Growth Marketing (Hybrid)

Location: New York, NY – Hybrid (2 days per week in office) 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 that includes and its portfolio of metasearch brands. Hospitality is all about taking care of others, and it defines our culture. About the job OpenTable is looking for a Director of B2B Growth Marketing to lead the growth engine that helps restaurants discover, adopt, and grow with our products. You’ll own full-funnel performance across self-serve and sales-assisted motions, with accountability for pipeline, conversion, and revenue growth across Independent and Enterprise restaurants. You’ll lead a team of eight spanning the core growth function and bring together customer insight, marketing judgment, analytical rigor, and technical fluency to turn opportunities into measurable results. This is a high-impact role for a leader who can set the strategy, make smart investment tradeoffs, and help a talented team do its best work. Responsibilities • Set the B2B growth strategy and operating plan across Independent and Enterprise restaurants, translating company goals into clear 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, creating clear ownership, high standards, strong collaboration, and meaningful growth opportunities. • Build a connected growth system across the customer journey, guiding work across areas such as SEO, lifecycle, paid marketing, web, and marketing operations without treating them as disconnected channels. • 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 clear scale, change, or stop decisions. Minimum Qualifications • 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. • 3+ years leading a growth or performance marketing team, including experience 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. You can get close to the data, understand the systems behind it, and turn analysis into a decision. • Strong commercial judgment and cross-functional leadership skills, with the ability to connect marketing investment to customer value, efficiency, pipeline, and revenue. Preferred Qualifications • Experience in B2B SaaS, marketplaces, technology, hospitality, or another complex, multi-segment business. • A 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 investme