Sales Engineer

Otter • Los Angeles, CA

6d • Onsite

About The Position

We're looking for a Sales Engineer to be the technical partner to our enterprise go to market team. You'll work alongside Account Executives on deals with national brands, multi-unit franchisees, and franchise groups, translating what our platform does into outcomes an operator, a CFO, or a CTO cares about. The products you'll support go well beyond ordering. One of them is a machine learning system that decides, store by store and week by week, where a brand's delivery marketing dollars should go and how hard they should work. Others take on the manual, error-prone work enterprise teams do today across dozens of platforms and systems, including making sure every dollar owed is actually collected. Part of your job is being able to explain how these work, prove that they work, and be honest about where they don't fit.

Requirements

• 2–4 years in sales engineering, solutions consulting, technical account management, or a similar customer-facing technical role, ideally in B2B SaaS
• Comfort working with data: you can write SQL, build an analysis in a spreadsheet or notebook, and explain what a result does and doesn't prove
• A working understanding of how ML-driven products are evaluated, including experimentation, incrementality, attribution, and why "the model did it" isn't an answer a buyer should accept
• Experience explaining technical systems to non-technical audiences, and adjusting depth on the fly when the room changes
• Familiarity with APIs, integrations, and how data moves between systems (POS, third-party platforms, finance tools)
• Strong written communication; you'll be writing proposals and RFP responses that executives read
• Curiosity about how restaurants make money, and the humility to learn from operators who've been doing it for decades

Nice To Haves

• Experience in restaurant tech, food delivery, retail media, or performance marketing
• Exposure to franchise business models and the dynamics between a brand and its franchisees
• Experience supporting pilots or proofs of concept with defined success criteria
• Familiarity with Python, BI tools, or dashboarding

Responsibilities

• Partner with Account Executives through the full enterprise sales cycle, from discovery through technical validation, pilot, and close
• Lead tailored product demos for audiences ranging from franchise owners to brand marketing leads, finance teams, and IT/engineering stakeholders
• Run technical discovery: understand a prospect's POS environment, marketplace footprint, data flows, and current marketing and reconciliation processes
• Design, scope, and support pilots, including defining success metrics, test and control structures, and readouts that hold up to scrutiny from a data-literate buyer
• Build pre-sale analyses using a prospect's own performance data and public marketplace signals to size the opportunity before a contract is signed
• Own the technical sections of RFPs and security questionnaires, working with Product and Engineering to make sure every claim we make is one we can back up
• Bring field feedback back to Product: what enterprise buyers are asking for, where deals stall, and which integrations are unlocking revenue
• Create and maintain reusable demo environments, technical collateral, and ROI frameworks the broader sales team can use

Benefits

• 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.
• Pet insurance discount.
• 401(k).
• Health Savings Account (HSA)
• Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)
• Discretionary vacation days
• 8 paid holidays per year
• Paid sick time
• Paid Bereavement leave
• Paid Parental Leave

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed