Strategic Enterprise Account Executive

Otter • Seattle, WA

1d • Onsite

About The Position

Otter is hiring a Strategic Enterprise Account Executive to own revenue for a portfolio of enterprise restaurant brands, from initial engagement through account expansion. The role includes winning new enterprise customers and growing existing partnerships by adding products, locations, franchise groups, and markets. Customer Success owns retention and renewals; the Account Executive partners with Customer Success on relationships and owns growth.

The role sells across quick-service restaurants, fast casual, full-service restaurants, and convenience, focusing on brands with 500 or more locations. Success includes winning new brands with a defined systemwide rollout path, expanding live locations and product adoption, and mapping each account’s franchisor, franchisee groups, and approval structure. The position reports to the Senior Enterprise Brand Sales Manager.

The role is based onsite at the company’s Seattle office five days per week. Compensation includes a base salary of $110,000–$135,000 per year and estimated annual incentive compensation of $110,000–$135,000 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 growing 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.
• 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.
• Ability to build a pipeline independently, research target accounts, and open doors without waiting for leads.
• Strong executive communication and the discipline to manage long sales cycles with many internal and external contributors.

Nice To Haves

• Background in restaurant technology, such as ordering, POS, delivery, loyalty, or digital platforms.
• Experience selling to multiple restaurant segments, such as QSR, fast casual, full service, and 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 can win.
• Win an initial foothold, such as a pilot, franchisee group, region, or product, and develop it into a systemwide rollout.
• Map and engage the full franchise decision structure, including franchisor corporate, brand technology and operations leaders, franchisee groups, 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 in partnership with Business Intelligence and Solutions Engineering.
• Sell and negotiate flexible pricing structures that create mutually beneficial partnerships with operators, finance teams, and procurement.
• Lead multi-threaded deals involving corporate, franchisees, technology teams, and partners; collaborate with Product, Solutions Engineering, Legal, Customer Success, Onboarding, and Franchise Sales to close and launch.
• Expand accounts through additional Otter products, franchise groups, and markets, partnering with Customer Success.
• Share field intelligence with Product and Marketing, including competitive vendor activity encountered in deals.

Benefits

• Medical, dental, and vision insurance, with multiple plans including HSA options.
• Company-paid short- and long-term life and 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 commuter expenses.
• Discretionary vacation days.
• Eight paid holidays per year.
• Paid sick time.
• Paid bereavement leave.
• Paid parental leave.
• Equity awards may be available.
• An annual performance-based bonus may be available.

What This Job Offers

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