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Senior Director, Restaurant Sales and Services

February 19, 2026

Job Description:

Grow revenue through new sales acquisition, installation, and retention of assigned accountsProvide leadership and vision for the dispersed Sales and Restaurant Services team in the regions through a hybrid phone/field sales modelDirect management of District Managers / Directors who lead individual pre- and post-sales teamsOwn and improve the sales process and customer experience from pre-sale to post-sale in specified territories. Examine and improve key business processes through tech / data innovation that drives scalable growth. Source, vet and build business cases to implement technologies that will improve our understanding of the restaurant landscapeEffectively handle performance across the team to hit goals for the regions and manage out poor performersDefine characteristics of top performers for the organization. Identify, recruit, hire and train the team to build and retain a group of highly motivated, bold, and top performing Account Executives, Account Managers, and Sales LeadersRepresent OpenTable as an industry leader and also to high value accounts as the final point of partner concern for resolution of conflicts, competitive threats, and changes to market strategyProvide guidance and cross-departmental coordination as sales leadership voice with key department heads including Product, Brand & Performance Marketing, Finance & Operations, Support, and Business DevelopmentDesign, drive and present compelling strategic plans by developing goals, objectives and implementation plans. Run the regions as business units with P&L responsibility, with an understanding of top line and bottom line driversActively participate in executive decisions related to the team by providing thoughtful analysis and input related to pricing strategies, prioritization and delivery of corporate initiatives30-50% travel is expected

Requirements:

10+ years of relevant experience as a Sr. Director or Director, building and leading sales/business development teams or running business unitsExperience at a fast paced/tech organization is required; restaurant industry experience is preferredDeep understanding of the restaurant industry, customer trends and the ability to weave these into tactical plansExperienced manager and key contributor who frequently overachieves on assigned goals with the ability to prioritize and focus a teamDeep experience with financial / sales modeling and forecastingDemonstrated success with data-driven decision modeling, data analysis, data storytelling, problem solving and ability to executeConsistent record of sales success in a similar Saas or start-up environmentExperience includes complex high-value sales to key accounts and/or National AccountsAbility to multitask and prioritize in a fast paced, multifaceted work environmentProven ability to lead a team with an entrepreneurial spirit, positive attitude, and passion for the businessGood sense of humor while working in an unstructured, fast paced environmentHigh EQ and IQExcellent written and oral communication skillsCompetitive, tenacious, and results-drivenCollege degree expected, an MBA is a preferredPreferred locations are New York City, Miami, Chicago, Atlanta, Los Angeles, or San Francisco but open to remote applicants in any US major city that are willing to travel

Benefits:

Work from (almost) anywhere for up to 20 days per yearFocus 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 leaveGenerous paid vacation + time off for your birthdayPaid volunteer timeFocus on your career growth: Development Dollars; Leadership development; Access to thousands of on-demand e-learningsTravel DiscountsEmployee Resource GroupsCompetitive retirement and health plans

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...