Strategic Enterprise Account Executive

Otter•Austin, TX

2d•$200,000 - $234,000•Onsite

About The Position

The Strategic Enterprise Account Executive owns revenue for a portfolio of enterprise restaurant brands, from initial meeting through account expansion. The role includes winning new brands and growing existing partnerships into additional products, franchise groups, and markets. Customer Success owns retention and renewals; the Account Executive partners with Customer Success on relationships and is responsible for growth. The position focuses on restaurant brands with 500 or more locations across quick-service restaurants, fast casual, full service, and convenience. Success includes winning new enterprise brands with a clear systemwide rollout path, expanding live locations and product adoption across assigned accounts, and mapping decision-makers and approval paths across franchisors and franchisee groups. The role is based onsite at the Austin office five days per week. The base salary range is $100,000–$117,000 per year, with estimated annual incentive compensation of $100,000–$117,000 when performance expectations are met. Equity awards and an annual performance-based bonus may also be available.

Requirements

At least 6 years of enterprise sales experience, with a record of landing new customers and expanding those accounts.
Experience selling into franchise systems where franchisees make adoption decisions and the franchisor cannot simply mandate adoption.
Understanding of franchisor and franchisee incentives, co-ops, and approved-vendor lists.
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.
Ability to build a pipeline, research targets, and initiate outreach independently.
Strong executive communication skills and the discipline to manage long sales cycles involving many internal and external contributors.

Nice To Haves

Background in restaurant technology, such as ordering, POS, delivery, loyalty, or digital platforms.
Experience selling across multiple restaurant segments, such as QSR, fast casual, full service, or convenience.
Experience with mega-franchisees or franchisee-led buying groups.
Familiarity with delivery marketplaces and the disputes, fees, and margin issues operators face.

Responsibilities

Build and work a prioritized target list of restaurant brands with 500 or more locations, using analysis to identify where Otter is most likely to win.
Win an initial foothold, such as a pilot, franchisee group, region, or product, and develop it into a systemwide rollout.
Map and work the franchise decision structure, including franchisor corporate, brand technology and operations leaders, franchisee groups and mega-operators, co-ops, and approved-vendor programs.
Conduct consultative discovery across ordering, delivery, operations, reporting, and guest engagement, then develop business cases and pricing with Business Intelligence and Solutions Engineering.
Sell and negotiate flexible pricing structures that support partnerships with operators, finance, and procurement.
Lead multi-stakeholder deals across corporate, franchisees, technology teams, and partners.
Collaborate with Product, Solutions Engineering, Legal, Customer Success, Onboarding, and Franchise Sales to close and launch deals.
Grow accounts through additional Otter products, franchise groups, and markets in partnership with Customer Success.
Share field intelligence with Product and Marketing, including competitive activity from vendors involved in deals.

Benefits

Medical, dental, and vision insurance, including multiple plans and HSA options.
Company-paid life and short- and long-term disability insurance.
Voluntary accident, critical illness, and hospital indemnity insurance.
Optional supplemental life insurance for employees, spouses, and children.
Pet insurance discount.
401(k).
Health Savings Account (HSA).
Flexible Spending Accounts for healthcare, dependent care, and commuting.
Discretionary vacation days.
Eight paid holidays per year.
Paid sick time.
Paid bereavement leave.
Paid parental leave.
Potential equity awards and an annual performance-based bonus.