Director, Global Partnerships

Director, Global Partnerships

San Francisco, CA

With millions of diners, 60,000+ restaurant partners and 25+ years of experience, OpenTable, part of Booking Holdings, Inc., 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 an experienced, high-impact strategic leader to join our Global Partnerships team as a Director. In this pivotal role, you will hold end-to-end ownership and management of our most strategic global partnerships across both B2B and B2C businesses. You will lead complex business development efforts, negotiating groundbreaking deals while serving as the primary relationship owner with internal and external C-suite leadership. Your work will directly accelerate company growth by bringing these critical partnerships to life and expanding our global ecosystem.

(Hybrid position, in office 2 days per week)

Responsibilities

• Own the overarching vision, strategy, and successful execution of highly strategic global partnerships critical to accelerating our overall business growth.
• Lead complex negotiation and contracting processes, structuring terms that maximize strategic value and operational success across diverse global markets.
• Drive cross-functional collaboration and alignment across Product, Engineering, Sales, Marketing, Legal, and Finance teams to ensure seamless delivery of partnership objectives.
• Act as the primary strategic relationship owner, actively engaging with C-suite and senior leadership both internally and within partner organizations to drive consensus.
• Develop, oversee, and optimize joint business plans, OKRs, and performance metrics, leveraging data to inform executive-level strategy and decision-making.
• Proactively navigate ambiguous challenges and resolve complex partner issues, maintaining momentum and ensuring the long-term health of our partnership portfolio.

Minimum Qualifications

• 7+ years of relevant experience in strategic partner management that includes product integrations, strategic business development with technology partners, or related leadership roles overseeing complex global partnerships with companies.
• Exceptional relationship-building skills with a proven track record of influencing C-suite executives and driving alignment across diverse, global teams.
• Demonstrated expertise in leading the end-to-end lifecycle of significant strategic deals from complex negotiations to successful operational launch.
• Strong quantitative acumen and analytical capabilities to interpret complex performance data and drive strategic, enterprise-level decisions.
• Experience working with product, engineering, sales, and marketing teams to develop partnerships that deliver growth, brand exposure, and creative benefits for users.

Preferred Qualifications

• Demonstrated capacity to successfully scale and manage an expanding portfolio of multiple high-value strategic partners simultaneously.
• Deep industry knowledge bridging both B2B enterprise software and B2C consumer marketplace dynamics.
• Advanced strategic contract management skills with a history of navigating ambiguous legal and financial structures.

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
• Free lunch 2 days per week
• Convenient downtown SF office location close to the Embarcadero MUNI and BART stations.
• Building amenities, such as a gym & bike parking

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 $165,000 - $185,000 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 and equity grant.

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.