Strategic Enterprise Account Executive

Otter•San Francisco, CA

2d•$120,000 - $145,000•Onsite

About The Position

Otter is seeking a Strategic Enterprise Account Executive to own revenue for a portfolio of enterprise restaurant brands, managing opportunities from initial engagement through expansion. The role includes winning new enterprise brands and growing existing partnerships into additional products, franchise groups, and markets. Customer Success owns retention and renewals; the Account Executive partners with that team on relationships and owns growth. The position sells to restaurant brands with 500 or more locations across QSR, fast casual, full service, and convenience. Success involves winning initial pilots or other footholds and developing a defined path to systemwide rollout, expanding live locations and product adoption, and mapping decision structures across franchisors, franchisee groups, and approval channels. This role is based onsite at Otter’s San Francisco office five days per week. It reports to the Senior Enterprise Brand Sales Manager. The base salary range is $120,000–$145,000 per year, with estimated annual incentive compensation of $120,000–$145,000 at performance expectations. Equity awards and an annual performance-based bonus may also be available. Actual compensation may vary based on experience, skills, qualifications, sales performance, and targets.

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 adoption decisions are made by franchisees rather than mandated solely by the franchisor; 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 independently, research target accounts, and open doors without waiting for leads.
Strong executive communication skills and the discipline to manage long sales cycles involving numerous 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, 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 units, using analysis of where Otter can win.
Win an initial foothold, such as a pilot, franchisee group, region, or product, and convert 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; develop business cases and pricing with Business Intelligence and Solutions Engineering.
Sell and negotiate flexible pricing structures with operators, finance, and procurement.
Lead complex, multi-threaded deals across corporate teams, franchisees, technology teams, and partners; coordinate with Product, Solutions Engineering, Legal, Customer Success, Onboarding, and Franchise Sales to close and launch deals.
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 about vendors encountered in deals.

Benefits

Medical, dental, and vision insurance, including multiple plans and 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.
Annual performance-based bonus may be available.