Strategic Enterprise Account Executive, Otter - Los Angeles

Otter•Los Angeles, CA

41d•Onsite

About The Position

The Strategic Enterprise Account Executive will serve as a growth catalyst for Otter’s top-tier customer segment. In this role, you will own the entire enterprise acquisition cycle — from market analysis and pipeline development through executive engagement, multi-stakeholder alignment, solution design, pricing strategy, and contract negotiation. You will be responsible for prospecting and closing large, multi-unit QSR brands (500+ locations) and driving systemwide adoption across both corporate and franchisee networks. This is a highly strategic, cross-functional, and relationship-driven role requiring exceptional commercial acumen, creativity, and executive presence.

Requirements

6–10+ years of experience in enterprise sales, strategic partnerships, or business development, ideally selling into QSR, restaurant tech, retail tech, or multi-unit environments.
Proven success closing large, complex, multi-stakeholder deals with C-suite and VP-level decision makers.
Demonstrated ability to analyze large markets, build structured territory plans, prioritize high-value targets, and execute at scale.
Experience crafting compelling business cases, ROI models, and executive-level presentations.
Strong project management skills — able to coordinate multiple internal and external contributors through complex sales cycles.
A relationship-driven seller with exceptional communication, executive presence, and storytelling ability.
Comfortable operating in ambiguity and building structure where none exists.
Entrepreneurial mindset with tenacity, creativity, and a bias toward action.

Nice To Haves

Experience selling into QSR, enterprise restaurant brands, franchise networks, POS/ordering systems, delivery platforms, or hospitality tech.
Understanding of enterprise restaurant operations and digital ordering ecosystems.
Background in SaaS, enterprise software, or multi-product solution selling.

Responsibilities

Prospect, prioritize, and engage 500+ unit restaurant brands using data-driven analysis, creative outreach, and tailored value propositions.
Build trusted relationships with C-suite and VP-level stakeholders across Operations, Technology, Marketing, Digital, Guest Experience, and Franchise groups.
Lead consultative discovery to deeply understand customer needs across ordering, delivery, operations, reporting, and guest engagement.
Own the full sales cycle from sourcing to close, including research, qualification, pitch development, business case creation, and pricing strategy.
Orchestrate multi-threaded engagement across complex enterprise accounts — corporate, franchisees, technology teams, and external partners.
Build and deliver compelling enterprise pitch books customized to each brand’s business model, challenges, and growth goals.
Develop closing strategies for priority accounts and execute structured deal plans to move opportunities from evaluation to deployment.
Serve as the quarterback across internal teams — Product, Solutions Engineering, Revenue Operations, Partnerships, Customer Success, Deployment, and Support — to ensure alignment and successful enterprise rollouts.
Partner closely with Product & Engineering to articulate customer needs and influence Otter’s enterprise roadmap.
Collaborate with Marketing on competitive intelligence, messaging, and strategic account-based campaigns.
Partner with Customer Success to ensure successful onboarding, adoption, and ongoing value delivery.
Identify upsell and expansion opportunities across Otter’s enterprise suite, including new features, modules, product lines, and additional brand or franchise networks.
Design and execute long-term account growth strategies that expand systemwide penetration and maximize lifetime value.