Strategic Enterprise Account Executive

Otter•Austin, TX

1d•Onsite

About The Position

Otter is hiring a Strategic Enterprise Account Executive to own revenue growth across a portfolio of enterprise restaurant brands, from initial sale through expansion. The role combines new-logo acquisition with growth of existing customers, including bringing Otter products to additional locations, franchise groups, and markets. Customer Success owns retention and renewals; the Account Executive partners with that team on relationships and owns revenue expansion. The role sells to restaurant brands with 500 or more locations across QSR, fast casual, full service, and convenience. Success includes winning new enterprise brands and establishing systemwide rollout plans, growing live locations and product adoption, and navigating the decision-making structures of franchisors, franchisee groups, and other stakeholders. The position is based onsite at Otter’s Austin office, five days per week. It reports to the Senior Enterprise Brand Sales Manager. The base salary range is $100,000–$117,000 per year, with estimated annual incentive compensation of $100,000–$117,000 at performance expectations. 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 winning new customers and growing them after the initial sale.
Experience selling into franchise systems where franchisees decide whether to adopt, with an 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 generate new opportunities 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 more than one restaurant segment, 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 units, 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 engage the full franchise decision structure, including franchisor corporate teams, 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, and develop business cases and pricing in partnership with Business Intelligence and Solutions Engineering.
Sell and negotiate flexible pricing structures with operators, finance teams, and procurement.
Lead multi-stakeholder deals involving corporate, franchisees, technology teams, and partners, collaborating 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 in partnership with Customer Success.
Share field intelligence with Product and Marketing, including competitive information from sales opportunities.

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 commuter expenses.
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.