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

The Global Hotel Partnerships Manager oversees and expands strategic relationships with leading hotel brands and management groups worldwide. In this role, you will lead complex partner negotiations, accelerate enterprise platform adoption, and serve as the critical bridge between hotel executives and cross-functional technology teams. By taking a consultative, data-informed approach, you will drive partner retention and global revenue growth across flagship hospitality portfolios. This remote role plays an essential part in scaling global hospitality technology while shaping long-term commercial strategy.

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

• Own and grow relationships with global hotel enterprise partners, serving as the primary executive point of contact to ensure partnership health, high retention, and long-term revenue growth.
• Lead end-to-end commercial negotiations and contracting - including master service agreements and technical addendums—to structure mutually beneficial, high-value partnerships.
• Develop and execute data-driven revenue and profitability strategies, auditing commercial terms and implementing pricing models that maximize partner value.
• Drive global adoption and technical integration of enterprise products, collaborating with engineering and partner technical teams on API deployments, security evaluations, and privacy standards.
• Align internal cross-functional stakeholders across Product, Engineering, Legal, and Finance to ensure operational readiness, seamless product rollouts, and coordinated go-to-market strategies.
• Deliver strategic business reviews and performance evaluations for partner executive leadership, utilizing data insights to demonstrate platform value and identify expansion opportunities.

Minimum Qualifications

• 5+ years of experience in enterprise account management, strategic partnerships, or business development.
• Proven track record of managing and expanding a high-value account portfolio against clear revenue and retention targets.
• Demonstrated ability to communicate and build consensus with executive-level and cross-functional stakeholders.
• Working technical literacy with the ability to discuss platform integrations, data mapping, and APIs with technical teams.
• Strong analytical and problem-solving skills, with experience using performance data to guide commercial decisions.
  

Preferred Qualifications

• Prior experience within the hospitality, travel technology, or software-as-a-service (SaaS) sectors.
• Experience collaborating across international teams, diverse time zones, and multicultural operating environments.
• Background navigating enterprise procurement processes, complex commercial contracts, and legal frameworks.
• Proficiency with enterprise CRM and productivity platforms (e.g., Salesforce, Google Workspace).
• Familiarity with hospitality systems, reservation platforms, or enterprise guest management workflows.

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.