Global Hotel Partnerships Manager (East Coast based)

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.
• The role requires up to 25% domestic and international travel. 

Minimum Qualifications

• 5+ years of relevant experience in account management, strategic partnerships, or business development, ideally within the hospitality or travel technology sector.
• Proven track record of owning and growing a portfolio of high-value accounts or partners against pre-set objectives.
• Exceptional relationship-building skills, with the ability to cultivate internal and external stakeholders at the Executive and VP levels.
• Technical literacy: comfort discussing API infrastructure, data mapping, and system integrations fluently with engineering teams.
• Strong analytical rigor, using data to build business cases and resolve technical or business roadblocks.
• Self-starter who is comfortable taking full ownership in an unstructured, forward-thinking environment, with strong time management and comfort handling administrative tasks.
• College degree required.

Preferred Qualifications

• Global mindset, with experience working within and representing a global organization across multiple time zones and cultures.
• Deep industry knowledge of the hospitality and hotel-technology ecosystem.
• Experience navigating ambiguous legal and financial structures and complex, multi-stakeholder procurement processes.
• Proficiency in Salesforce, Google Suite, and Microsoft Office.
• This is a remote position, with a preference for candidates based on the East Coast. 

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 - $130,000 USD.

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 accommodations 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 accommodations.

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