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

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 that includes and its portfolio of metasearch brands. Hospitality is all about taking care of others, and it defines our culture.

About the Role

The Director of GTM Enablement owns the strategy and execution of full-funnel enablement, ensuring our go-to-market organization is aligned and ready to execute effectively. 

You will translate 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 role sits at the intersection of GTM teams, including Support, Onboarding, Sales, Product, Marketing, and Revenue Operations and is critical to ensuring strategy becomes consistent, repeatable execution in the field.

Key Responsibilities

Full-Funnel GTM Enablement Strategy

• 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 

Sales, CS & Partner Enablement

• 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