Joanna Citarella

Progressed from Senior Manager to Director, Enterprise, leading the OpenTable global SaaS strategy for the hotel vertical.

• Built and scaled a high-performing acquisition team targeting global hotel chains and management groups
• Managed the Key Accounts team responsible for customer lifecycle management, retention, and upsell initiative
• Negotiated and managed global Master Supplier Agreements and oversaw all partnership deliverables
• Built and maintained relationships with C-level executives across key enterprise accounts to align strategic goals and secure long-term partnerships
• Partnered with product and engineering teams to deliver tailored API integrations for major hotel groups
• Led full-cycle sales efforts: prospecting, discovery, solution design, contract negotiation, onboarding, and account growth
• Delivered webinars, training sessions, and onboarding programs to accelerate user adoption and product engagement
• Increased install base, reduced churn rate, improved subscription yield, and drove 20%+ YoY revenue growth through optimized sales strategy and paid marketing programs
• Provided frontline customer and market feedback to inform product development, roadmap prioritization, and future feature sets

Managed 500+ post-sale restaurant accounts, focusing on retention, adoption, and expansion.

• Executed product training, upselling, and stakeholder engagement across diverse client base
• Consistently exceeded engagement and retention goals through consultative relationship management

Established and maintained supplier relationships with hotels, management companies and DMO's

• Conducted monthly/quarterly account reviews with accounts to drive increased participation
• Leveraged in depth understanding of connectivity to source competitive rates, promotions and content
• Partnered with media sales teams to execute co-op marketing campaigns and contributed highest marketing spend in the state of Florida from 2010 -2011

Oversaw domestic wholesale and strategic partnerships for 30-property resort portfolio in U.S. and Caribbean.

• Executed contracting of all domestic wholesale accounts
• Managed media plans to include negotiating placement of LXR properties in annual partner marketing campaigns
• Implemented targeted action for underperforming properties