Strategic Enterprise Account Executive

Otter•Los Angeles, CA

2d•$110,000 - $135,000•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 expansion. The portfolio may include existing customers to grow into new products, franchise groups, and markets, as well as prospective customers where the Executive must win an initial foothold and build toward broader adoption. The role focuses on brands with 500 or more locations across QSR, fast casual, full service, and convenience. This is a land-and-expand sales position. The Executive is responsible for opening new opportunities and increasing adoption across each brand’s system, while partnering with Customer Success, which owns retention and renewals. The role reports to the Senior Enterprise Brand Sales Manager and works alongside Enterprise Sales leadership. The position is based at Otter’s Los Angeles office and is onsite 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 meeting performance expectations. Equity awards and an annual performance-based bonus may also be available. Actual compensation may vary based on experience, skills, qualifications, and sales performance.

Requirements

At least 6 years of enterprise sales experience, with a record of winning new customers and growing those accounts after the initial close.
Experience selling into franchise systems where franchisees decide whether to adopt and franchisors 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 independently, research target accounts, and open doors without waiting for leads.
Strong executive communication skills and discipline in managing 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 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 that support mutually beneficial partnerships with operators, finance, and procurement.
Lead multi-threaded deals across 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 activity encountered in deals.
Build a mapped decision structure and a defined path to systemwide rollout for each assigned brand.

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.
Equity awards may be available.
An annual performance-based bonus may be available.