Strategic Enterprise Account Executive

Otter; Los Angeles (CA); On-site; USD 110,000 - 135,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

Company-paid life and disability

Voluntary insurance

401(k)

Health Savings Account

Flexible Spending Accounts

Discretionary vacation days

8 paid holidays per year

Job summary

Otter is seeking a seasoned Enterprise Brand Sales professional to lead revenue for a set of restaurant brands, from initial engagement to expansion. This is a land-and-expand seat where you open doors with brands and grow Otter's footprint through new products, franchises, and markets.

You will report to the Senior Enterprise Brand Sales Manager and collaborate with Product, Solutions Engineering, Legal, Customer Success, Onboarding, and Franchise Sales to close and launch multi-threaded deals

Qualifications

• 6+ years in enterprise sales with a history of landing new logos and growing accounts.
• Experience selling into franchise systems where franchisor vs franchisee incentives matter.
• Proven track record closing complex, multi-stakeholder deals with C-suite and VP buyers.

Responsibilities

• Build and manage a prioritized target list of 500+ unit brands focused on strategic wins.
• Win the first foothold (pilot, franchisee group, region, product) and scale to systemwide rollout.
• Navigate the franchisor and franchisee decision structures to secure Otter adoption.
• Lead consultative discovery across ordering, delivery, operations, reporting, and guest engagement.
• Develop business cases and pricing with BI and Solutions Engineering, then close multi-threaded deals.

Skills

Enterprise sales

Franchise sales

C-suite engagement

Pricing negotiations

Pipeline development

Cross-functional collaboration

Job description

In the past, to be a successful restaurateur, you simply had to have a passion for food and a passion for people - but to succeed as a digital restaurateur you also need to have a passion for technology. We believe in the joy of serving others, and that's why we created Otter – to help restaurateurs succeed in online food delivery. Restaurants around the world, both large and small, including Chick-fil-A, Ben & Jerry’s, KFC, and Eataly trust our software to power their delivery business. We increase sales, reduce order issues, and decrease delivery headaches.

About the role

You will own the revenue for a set of enterprise restaurant brands, from first meeting through expansion. Some are brands we already serve, where you grow us into new products, new franchise groups, and new markets. Others are brands that are not Otter partners yet, where you win the first foothold and build from there.

This is a land and expand seat. We want a hunter who opens doors, but the real measure is how much of a brand's system you bring onto Otter over time. Customer Success owns retention and renewals. You and CS build and manage the relationship together, and you own everything that grows it.

You will report to the Senior Enterprise Brand Sales Manager, who runs Otter's brand sales team and works alongside Enterprise Sales leadership. You will sell across verticals including QSR, fast casual, full service, and convenience, with a focus on brands with 500+ locations.

What success looks like in 12 months

• Land: New enterprise brand wins, each with a defined path to systemwide rollout.
• Expand: Growth in live locations, products, and franchise groups across your assigned brands. This is where most of the opportunity sits.
• Navigate: a mapped decision structure at every account, covering the franchisor, the franchisee groups, and the approval path that gets Otter onto the system.

What you'll do

• Build and work a prioritized target list of 500+ unit brands, using real analysis of where Otter wins, not volume outreach.
• Win the first foothold: a pilot, a franchisee group, a region, or a product, and turn it into a systemwide rollout.
• Map and work the full franchise decision structure: franchisor corporate, brand technology and operations leaders, franchisee groups and mega-operators, co-ops, and approved-vendor programs.
• Run consultative discovery across ordering, delivery, operations, reporting, and guest engagement, then build the business case and pricing with BI and Solutions Engineering.
• Sell and negotiate flexible pricing structures that create win-win partnerships with operators, finance, and procurement.
• Lead multi-threaded deals across corporate, franchisees, technology teams, and partners, and collaborate with the internal team (Product, Solutions Engineering, Legal, Customer Success, Onboarding, and Franchise Sales) to close and launch.
• Expand every account: new products across the Otter suite, additional franchise groups, and new markets, in partnership with Customer Success.
• Bring field intelligence back to Product and Marketing, including competitive moves from vendors we see in deals.

What we're looking for

• 6+ years in enterprise sales, with a record of landing a new logo and then growing it. We want to see the expansion, not only the first close.
• Experience selling into franchise systems, where the franchisor cannot simply mandate adoption and the franchisees decide. You understand franchisor versus franchisee incentives, co-ops, and approved-vendor lists.
• A history of closing complex, multi-stakeholder deals with C-suite and VP-level buyers across Operations, Finance, Technology, Digital, Marketing, and Franchise groups.
• Comfort selling and negotiating flexible pricing structures with finance and procurement.
• A hunter's habits: you build your own pipeline, research your targets, and open doors without waiting for leads.
• Strong executive communication, and the discipline to run a long cycle with many internal and external contributors.

Nice to have

• Background in restaurant technology, such as ordering, POS, delivery, loyalty, or digital platforms
• Experience selling to more than one restaurant segment, such as QSR, fast casual, full service, convenience
• Experience with mega-franchisees or franchisee-led buying groups
• Familiarity with delivery marketplaces and the disputes, fees, and margin issues operators deal with
• Demand for online food delivery is growing really fast! In the last 5 years, just in the US, the overall market has expanded 10X from $10B to $100B, and could expand to $500bn- $1T by 2030.
• Changing the restaurant industry: You’ll be part of a team that helps restaurants succeed in online food delivery.
• Collaborative environment: You will receive support and guidance from experienced colleagues and managers, helping you to learn, grow and achieve your goals, and you’ll work closely with other teams to ensure our customer’s success.

What else you need to know

This role is based in our Los Angeles office location. As a company driven by innovation and continuous change, close collaboration is essential. We’re constantly reimagining our industry, creating new products, and refining our processes, and we do our best work together. That’s why all of our office-based teams work onsite, five days a week.

The base salary range for this role is $110,000 - $135,000per year.

Add’l Incentive Compensation: Individuals can earn an estimated annual incentive compensation range of $110,000 - $135,000 when meeting performance expectations. Actual incentive compensation varies based on individual sales performance and targets.

Actual compensation will be determined on an individual basis and may vary depending on experience, skills, and qualifications.

Base salary is just one part of your total rewards package. You may also be eligible for equity awards and an annual performance-based bonus.

Ready to join us as we serve those who serve others?

Benefits Summary (USA Full-Time Exempt Employees):

• Medical, dental, and vision insurance (multiple plans, incl. HSA options).
• Company-paid life and disability insurance (short- and long-term).
• Voluntary insurance: accident, critical illness, hospital indemnity.
• Optional supplemental life insurance for self, spouse, and children.
• 401(k).
• Health Savings Account (HSA)
• Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)
• Discretionary vacation days
• 8 paid holidays per year

Benefits are subject to change at the company's discretion.

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