Lead, Sales & Revenue Enablement (New Hire Programs)

With millions of diners, 60,000+ 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.

The Lead, Sales & Revenue Enablement will lead a high-performing team of New Hire Trainers and drive the strategic vision for how OpenTable ramps go-to-market talent across the Restaurant Sales and Services organization. This role owns the end-to-end strategy for building scalable, role-specific onboarding architecture designed to accelerate time-to-value, instill high-performing sales behaviors, and drive repeatable revenue outcomes. As a key strategic partner to Revenue Operations and GTM leadership, you will define the intersection of enablement-led training, certification, and frontline manager coaching while leveraging data-driven insights and AI-enabled technologies to modernize sales enablement at scale.

Key Responsibilities

• People Leadership & Coaching: Direct, coach, and develop a team of New Hire Trainers, fostering a high-performance culture, setting clear priorities, and driving operational excellence across all onboarding programs.
• Program Strategy & Architecture: Own the multi-track onboarding strategy and end-to-end program design, establishing standardized graduation milestones, skill certifications, and readiness criteria aligned with GTM business priorities.
• Building Scalable Programs: Design and scale role-specific ramp frameworks across sales, account management, and customer success, balancing central enablement delivery with structured frontline manager reinforcement and accountability.
• Data-Driven Enablement & Impact: Establish comprehensive enablement metrics—moving beyond completion rates to track ramp velocity, skill adoption, behavioral changes, quota attainment, and revenue impact.
• AI & Modern Enablement Modernization: Evaluate and deploy AI-enabled tools and automated workflows to personalize learning paths, enhance role-play coaching, optimize trainer efficiency, and provide just-in-time performance support.
• Cross-Functional Strategic Partnership: Collaborate with Revenue Operations, Sales Leadership, Product Marketing, and GTM teams to ensure ramp strategies continuously reflect evolving field realities and market conditions.

• 5+ years of experience in Sales/Revenue Enablement, GTM program management, or commercial learning and development.
• 2+ years of direct people management experience, leading team members such as trainers, enablement specialists, or program managers.
• Proven track record of designing, scaling, and executing role-based onboarding programs tied to measurable revenue and performance milestones.
• Demonstrated capability in data-driven enablement, using performance analytics to connect learning initiatives directly to pipeline generation and ramp metrics.
• Practical experience implementing AI tools or AI-assisted workflows within learning, coaching, content generation, or sales execution tools.

• 7+ years of revenue enablement experience within a fast-paced SaaS, B2B, or multi-channel GTM organization.
• Hands-on experience supporting multi-track teams across field sales, inside sales, account management, and customer success.
• Expertise in defining the operating model between central Revenue Enablement and frontline sales leadership to drive co-ownership of onboarding success.
• Strong cross-functional leadership presence with experience partnering directly with VP- and C-level revenue executives.

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.

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 any reasonable adjustments during the application/interview process, or on the job, we’re here to support you. Please reach out to your recruiter to request any accommodations.

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