Strategic Enterprise Account Executive

Who we are

In the past, to be a successful restaurateur, you simply had to have a passion for food and a passion for people - but to succeed as a digital restaurateur you also need to have a passion for technology. We believe in the joy of serving others, and that's why we created Otter – to help restaurateurs succeed in online food delivery.

Restaurants around the world, both large and small, including Chick-fil-A, Ben & Jerry’s, KFC, and Eataly trust our software to power their delivery business. We increase sales, reduce order issues, and decrease delivery headaches.

About the role

You will own the revenue for a set of enterprise restaurant brands, from first meeting through expansion. Some are brands we already serve, where you grow us into new products, new franchise groups, and new markets. Others are brands that are not Otter partners yet, where you win the first foothold and build from there.

This is a land and expand seat. We want a hunter who opens doors, but the real measure is how much of a brand's system you bring onto Otter over time. Customer Success owns retention and renewals. You and CS build and manage the relationship together, and you own everything that grows it.

You will report to the Senior Enterprise Brand Sales Manager, who runs Otter's brand sales team and works alongside Enterprise Sales leadership. You will sell across verticals including QSR, fast casual, full service, and convenience, with a focus on brands with 500+ locations.

What success looks like in 12 months

Land: New enterprise brand wins, each with a defined path to systemwide rollout.

Expand: Growth in live locations, products, and franchise groups across your assigned brands. This is where most of the opportunity sits.

Navigate: a mapped decision structure at every account, covering the franchisor, the franchisee groups, and the approval path that gets Otter onto the system.

What you'll do

• Build and work a prioritized target list of 500+ unit brands, using real analysis of where Otter wins, not volume outreach.
• Win the first foothold: a pilot, a franchisee group, a region, or a product, and turn it into a systemwide rollout.
• Map and work the full franchise decision structure: franchisor corporate, brand technology and operations leaders, franchisee groups and mega-operators, co-ops, and approved-vendor programs.
• Run consultative discovery across ordering, delivery, operations, reporting, and guest engagement, then build the business case and pricing with BI and Solutions Engineering.
• Sell and negotiate flexible pricing structures that create win-win partnerships with operators, finance, and procurement.
• Lead multi-threaded deals across corporate, franchisees, technology teams, and partners, and collaborate with the internal team (Product, Solutions Engineering, Legal, Customer Success, Onboarding, and Franchise Sales) to close and launch.
• Expand every account: new products across the Otter suite, additional franchise groups, and new markets, in partnership with Customer Success.
• Bring field intelligence back to Product and Marketing, including competitive moves from vendors we see in deals.

What we're looking for

• 6+ years in enterprise sales, with a record of landing a new logo and then growing it. We want to see the expansion, not only the first close.
• Experience selling into franchise systems, where the franchisor cannot simply mandate adoption and the franchisees decide. You understand franchisor versus 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…