Location: Toronto, Canada (Hybrid Position, in office 2 days per week)

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.

B2B Growth Marketing Manager

About the Job

As the B2B Growth Marketing Manager for OpenTable’s independent restaurant segment, you will lead the end-to-end growth strategy across both self-serve and sales-assisted motions. In this role, you will own how independent restaurants discover, evaluate, activate, and grow their partnership with OpenTable. Partnering closely with Product, Sales, and Analytics, you will translate cross-functional business goals into a high-impact growth roadmap that directly expands customer acquisition and retention.

Responsibilities

• Own and execute the holistic growth roadmap for the independent restaurant segment across acquisition, activation, conversion, and retention.
• Lead the product-led, self-serve restaurant motion by optimizing the user journey from initial discovery to conversion in partnership with Product and Web teams.
• Build and manage targeted demand generation programs—including outbound campaigns, account-based marketing, and sales enablement—for consultative, sales-assisted accounts.
• Design seamless operational criteria and feedback loops between self-serve and sales-assisted paths to optimize lead routing and lifecycle transitions.
• Establish shared pipeline, conversion, and revenue targets in close collaboration with Sales, Account Management, and Revenue leadership.
• Leverage data analytics, behavioral insights, and emerging AI tools to accelerate experimentation, refine audience messaging, and improve funnel performance.

Minimum Qualifications

• 5+ years of experience in B2B growth marketing or demand generation within technology, SaaS, or digital marketplaces.
• Demonstrated experience managing both product-led (self-serve) and sales-assisted go-to-market motions.
• Proven track record partnering directly with Sales and Revenue teams to deliver on shared pipeline and revenue targets.
• Demonstrated ability to analyze funnel metrics and behavioral data to diagnose growth opportunities and prioritize execution.
• Strong cross-functional collaboration and communication skills, with experience leading strategic initiatives across matrixed teams.

Preferred Qualifications

• Experience marketing software solutions or digital platforms directly to independent restaurants or small-to-medium businesses (SMBs).
• Practical experience applying AI tools to conduct market research, automate workflows, and scale content generation.
• Background in designing lead routing frameworks, qualification criteria, or service level agreements (SLAs) across multi-touch funnels.
• Experience partnering directly with Account Management teams to drive customer expansion and retention marketing initiatives.

This posting is for an existing vacancy.

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
• 20 days of paid time off
• Private health and dental insurance
• Life and Disability insurance

The best connections happen face-to-face, whether you’re sitting down to dinner or having coffee with a coworker. That’s why OpenTable has adopted a hybrid workplace model. This role aligns with that approach, with an expectation of coming into the office two days a week—giving employees the best of both worlds: in-person collaboration and flexibility.

The expected range of compensation for this position based in Toronto, Canada, is $115,000-$128,000 CAD. There are a variety of factors that go into determining a compensation range, including but not limited to external market benchmark data, geographic location, and years of experience sought/required.

We offer a competitive base salary and benefits including: health benefits; 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.

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