Strategic Enterprise Account Executive

Otter•Los Angeles, CA

1d•Onsite

About The Position

The Strategic Enterprise Account Executive owns revenue for a portfolio of enterprise restaurant brands, from initial engagement through account expansion. The role combines winning new enterprise customers with expanding Otter’s products, locations, franchise groups, and market presence within existing and newly acquired brands. Customer Success owns retention and renewals; the Account Executive partners with Customer Success on relationships and owns growth. The position focuses on restaurant brands with 500 or more locations across quick-service, fast-casual, full-service, and convenience segments. Success includes landing new brands with a path to systemwide rollout, increasing live locations and product adoption, and mapping the decision-making and approval structures across franchisors and franchisees. The role reports to the Senior Enterprise Brand Sales Manager and collaborates with Enterprise Sales leadership and internal teams. This role is based in Otter’s Los Angeles office and is onsite five days per week. The base salary range is $110,000–$135,000 per year, with 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. Actual compensation varies 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 franchisees make adoption decisions and the franchisor cannot simply mandate adoption.
Understanding of franchisor and franchisee incentives, co-ops, and approved-vendor lists.
Track record 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 discipline in managing long sales cycles with numerous 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, 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 of where Otter is likely to succeed.
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, 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 with Business Intelligence and Solutions Engineering.
Sell and negotiate flexible pricing structures that support mutually beneficial partnerships with operators, finance teams, and procurement.
Lead multi-threaded sales across corporate, franchisees, technology teams, and partners, coordinating with Product, Solutions Engineering, Legal, Customer Success, Onboarding, and Franchise Sales to close and launch deals.
Expand accounts through adoption of additional Otter products, franchise groups, and markets in partnership with Customer Success.
Share field intelligence with Product and Marketing, including competitive activity observed in sales opportunities.

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.
Annual performance-based bonus may be available.