SMB Go-to-Market Manager

All about us

Seated is the first dynamic pricing platform for restaurants. We help fill empty seats while providing consumers with incredible rewards. We are quickly expanding our offerings to cities nationwide and are looking for talented and ambitious people to embark on the journey with us!

Seated is looking for a B2B Go-to-Market Manager who is obsessed with growth, automation, and building scalable marketing systems. You’ll own Full-funnel lead generation and sales acceleration for restaurant acquisition. You’ll be responsible for the entire Go To Market motion to acquire restaurants, from managing our total addressable market to automating outbound lead generation to exploring and developing new strategies to generate inbound restaurant leads. 

This is not a brand or comms role. This is a go-to-market and demand generation role at a company selling to small and mid-sized restaurants. You’ll be expected to roll up your sleeves, automate everything you can, and rapidly test and scale what works. Ideally, you’ve done this in a B2B context for an SMB sales org or you’re a fast-moving operator with a knack for tools like Clay, Zapier, Instantly, and Salesforce, and you're eager to learn fast and execute even faster.

Demand Generation 

This is the heart of the GTM role. You will fully own our lead generation strategy, generating qualified leads for our Sales and BDR teams and consistently growing the channel mix to help our sales team meet their goals.

• Own and scale the top-of-funnel marketing engine that drives qualified restaurant leads.
• Own and grow our high-performing outbound email and prospecting channel.
• Test and optimize new acquisition strategies across outbound, paid, partnerships, and inbound.
• Identify and build partnerships, affiliates, or channel relationships that drive measurable lead volume.
• Build automations across the stack (Clay, Instantly, Zapier, etc.) to enrich, segment, and outreach at scale.
• Test messaging, content, and sequencing to maximize conversion.

TAM Management & Lead Enrichment

• Manage Seated’s restaurant total addressable market (TAM), ensuring our lead universe is comprehensive, accurate, and up to date.
• Maintain a full database of ICP restaurants enriched with targetable marketing contact data.
• Build and maintain ongoing processes to keep the TAM and lead enrichment current.
• Partner with Rev Ops and Sales teams to ensure we are targeting the best-fit restaurants.
• Conduct ongoing reporting and analysis on restaurant performance within our network and feed those insights back into our lead targeting and TAM expansion strategy.

Sales Process Optimization

• Own lead engagement tracking within Salesforce, ensuring we are accurately tracking how restaurant leads are engaging with our various outbound and nurture campaigns to improve targeting.
• Collaborate with sales leadership to identify opportunities to create new MQLs within our existing sales process, creating new nurture campaigns, automations. and strategies to ensure we are effectively targeting and converting restaurants that are within our nurture process.
• Track marketing lead conversion performance and collaborating with Sales and Rev Ops to ensure processes and flows are optimized to convert as many MQLs as possible.

B2B Partner Marketing

• Create and maintain high-performing enablement materials—decks, 1-pagers, case studies, etc. for Sales and Account Management teams
• Execute product marketing comms and educational campaigns, as needed, to our existing restaurant partner base, in collaboration with our Account Management team.

What you’ll bring

• 5 years in growth marketing, B2B demand generation, or similar roles—ideally with SMB focus
• Deep experience with Salesforce, our restaurant CRM
• Proficient with marketing automation tools like Clay, Zapier, Instantly, etc.
• A systems thinker who knows how to make marketing repeatable, trackable, and scalable
• Data- and outcomes-driven: you focus on results over vanity metrics
• Strong operator: You build, test, and iterate fast—without waiting on a team of designers or devs
• Comfortable with outbound marketing: cold email, prospecting workflows, lead enrichment
• Excellent writer with the ability to create compelling messaging and tactical sales materials
• Bonus: Experience working in restaurants, restaurant tech, or hospitality

Please do not apply if

• You have never used automation tools like Zapier, Clay, Instantly, or similar
• You have no experience with CRM systems like Salesforce
• You have only worked in Enterprise B2B marketing before (SMB marketing is a different beast!)
• You consider yourself primarily a brand, content, or social media marketer
• You are uncomfortable working in fast-paced, ambiguous environments with limited hand-holding
• You are looking for a role focused on brand storytelling or top-level messaging strategy
• This is a high-impact, builder role. If you're looking to grow fast and build something that scales, we'd love to hear from you!

• Competitive base salary $115,000 - $135,000 base salary, depending on experience and qualifications.
• Stock options
• Generous 401(k) match
• Comprehensive healthcare, dental, and vision plans for you to choose from
• Paid Parental Leave
• Unlimited PTO
• TeleDoc, One Medical, and Talkspace memberships are available
• Wellness Hub membership with access to thousands of gyms and studios
• Citi Bike monthly membership
• $100 a month to spend at Seated restaurants
• Seated ‘Unplugged Day’ - We ensure all employees take at least 1 day off every month to completely “unplug” from work (no slack/no email).