Strategic Enterprise Account Executive

Otter; San Francisco (CA); On-site; USD 120,000 - 145,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

401(k) Plan

Health Savings Account (HSA)

Discretionary vacation days

8 paid holidays

Job summary

Otter in San Francisco is seeking an Enterprise Brand Sales professional to own revenue for a set of restaurant brands, from first meeting through expansion. You will land new logo, then expand across locations, products, and franchise groups while coordinating with Product, Solutions Engineering, Legal, and Customer Success to close and launch multi-stakeholder deals.

Based in SF, you will map decision structures, develop pricing with BI, and drive systemwide rollouts across 500+ location

Qualifications

• 6+ years in enterprise sales with a track record of landing new logos and growing accounts.
• Experience selling into franchise systems with franchisor vs franchisee incentives.
• History of closing complex, multi-stakeholder deals with C-suite and VP buyers.
• Ability to build and manage a personal pipeline (hunter mentality).
• Strong executive communication and long-cycle sales discipline.

Responsibilities

• Build and manage a prioritized target list of 500+ unit brands.
• Win the first foothold and scale to a systemwide rollout.
• Navigate franchise decision structures across franchisor and franchisees.
• Run consultative discovery and build business cases with BI and Solutions Engineering.
• Sell flexible pricing and negotiate win–win partnerships.
• Lead multi-threaded deals with internal teams to close and launch.
• Expand accounts with new products, franchise groups, and markets.
• Provide field intelligence to Product and Marketing.

Skills

Enterprise sales

New logo acquisition

Franchise system selling

Multi-stakeholder deals

Pipeline development

Executive communication

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 San Francisco 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 $120,000 - $145,000per year.

Add’l Incentive Compensation: Individuals can earn an estimated annual incentive compensation range of $120,000 - $145,000 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.

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.
Atoms accepts applications on an ongoing basis.

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

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