Director, Operations & Enablement, Go-To-Market (GTM)
The Director of Go-To-Market (GTM) Enablement at OpenTable is responsible for developing and executing comprehensive enablement strategies that support the entire customer lifecycle, including demand generation, sales conversion, onboarding, adoption, expansion, and retention. This role ensures that the GTM organization is aligned and prepared to execute effectively, translating company and product strategies into scalable programs that enhance productivity and drive measurable revenue impact. The position collaborates closely with various teams, including Support, Onboarding, Sales, Product, Marketing, and Revenue Operations, to ensure consistent and repeatable execution in the field.
Key responsibilities include defining and implementing a full-funnel GTM enablement strategy aligned with company goals and marketplace dynamics, acting as a strategic partner to GTM leaders to improve readiness and execution, and designing onboarding and continuous enablement programs for Sales, Customer Success, Account Management, and Partner-facing teams. The role also involves owning the enablement content ecosystem, including playbooks, messaging frameworks, pitch decks, and talk tracks, ensuring content reflects differentiated marketplace value propositions, and partnering with Product and Marketing to drive launch readiness for new products and features. Additionally, the Director will enable teams on the nuances of selling and supporting a two-sided marketplace, optimize GTM processes and systems for scalability, and define and track key performance indicators to measure enablement effectiveness.
The ideal candidate will have 8–12 years of experience in GTM Enablement, Sales, Revenue Operations, or related roles, with experience supporting full-funnel enablement in a B2B SaaS environment. Experience working in or enabling a marketplace or multi-persona GTM model is strongly preferred. The candidate should demonstrate a proven ability to influence and collaborate across Sales, Marketing, Customer Success, Product, and Operations teams, possess strong program management, communication, and stakeholder management skills, and have a data-driven mindset focused on measurable business outcomes.
OpenTable offers a competitive base salary ranging from $175,000 to $220,000 per year, along with benefits including health insurance, flexible spending accounts, retirement benefits, life insurance, paid time off, and parental leave. Additional perks include the ability to work from almost anywhere for up to 20 days per year, company-paid therapy sessions, a subscription to Headspace, an annual company-wide week off, generous paid vacation, paid volunteer time, development dollars, leadership development opportunities, access to thousands of on-demand e-learnings, travel discounts, employee resource groups, and free lunch five days per week.
OpenTable fosters a culture centered around hospitality, emphasizing taking care of others and creating a welcoming and inclusive environment. Employees have a tangible impact on the company's operations and are part of a global team that includes a portfolio of metasearch brands. The company is committed to career growth, offering various development opportunities and resources to support employees in their professional journeys.