Director, Operations & Enablement, Go-To-Market (GTM)

Overview

Director, Operations & Enablement, Go-To-Market (GTM) at OpenTable leads the strategy and execution of full-funnel enablement. The role translates company and product strategy into scalable enablement programs that improve productivity, accelerate ramp, and drive measurable revenue impact across acquisition, expansion, and retention motions. This position sits at the intersection of GTM teams including Support, Onboarding, Sales, Product, Marketing, and Revenue Operations to ensure strategy becomes consistent, repeatable execution in the field.

OpenTable, part of Booking Holdings, Inc., serves millions of diners and 60,000+ restaurant partners with a marketplace-driven platform to help restaurants thrive.

All employees have a tangible impact on our work and culture, with a global team spanning multiple portfolios of metasearch brands. Hospitality is at the core of how we operate.

Key Responsibilities

• Define and execute a comprehensive GTM enablement strategy that supports the entire customer lifecycle: demand generation, sales conversion, onboarding, adoption, expansion, and retention
• Align enablement priorities with company goals, marketplace dynamics, and GTM strategy
• Act as a strategic partner to GTM leaders to improve readiness, productivity, and execution
• Design and deliver onboarding, ramp, and continuous enablement programs for Sales, Customer Success, Account Management, and Partner-facing teams
• Reduce time-to-productivity for new hires and drive performance improvement for tenured reps
• Support multiple GTM motions (new business, expansion, renewals, cross-sell) across buyer and seller personas in a B2B2C marketplace model

Messaging, Content & Playbooks

• Own the enablement content ecosystem including playbooks, messaging frameworks, pitch decks, battlecards, use cases, and talk tracks
• Ensure content reflects differentiated marketplace value propositions for all sides of the platform
• Partner with Product and Marketing to drive launch readiness for new products, features, pricing, and GTM motions

Marketplace & Cross-Functional Enablement

• Enable teams on the nuances of selling and supporting a two-sided marketplace, including value articulation, supply/demand dynamics, and customer outcomes
• Partner closely with Product, Marketing, and RevOps to ensure consistent messaging, processes, and tooling across the funnel

Process, Tools & Scale

• Partner with Revenue Operations & Sales to optimize GTM processes, workflows, and systems that support scalability
• Evaluate, implement, and manage enablement tools and platforms
• Ensure enablement programs are efficient, repeatable, and built to scale with growth

Measurement & Impact

• Define and track KPIs to measure enablement effectiveness (ramp time, quota attainment, pipeline conversion, win rates, expansion, retention, etc.)
• Use insights and data to iterate and continuously improve enablement programs
• Communicate impact and outcomes to GTM and executive leadership

Qualifications

• 8–12 years of experience in GTM Enablement, Sales, Revenue Operations, or related roles
• Experience supporting full-funnel enablement in a B2B SaaS environment
• Experience working in or enabling a marketplace or multi-persona GTM model strongly preferred
• Proven ability to influence and collaborate across Sales, Marketing, CS, Product, and Ops
• Strong program management, communication, and stakeholder management skills
• Data-driven mindset with a focus on measurable business outcomes

What Success Looks Like

• Faster ramp and improved productivity across customer-facing roles
• Clear, consistent execution of GTM strategy across the funnel
• High confidence and readiness during product launches and GTM changes
• Demonstrable revenue and retention impact tied to enablement efforts

Benefits & 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
• Paid parental leave
• Generous paid vacation + time off for your birthday
• Focus on career growth:
  • Development Dollars
  • Leadership development
  • Access to thousands of on-demand e-learnings
• Travel Discounts
• Employee Resource Groups
• Free lunch 2 days per week
• Downtown SF office location near Montgomery MUNI and BART
• Building amenities, such as a gym, dog policy, & bike parking

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Tagged as: Data Analysis, Pipeline Management