Otter · 1 month ago
Strategic Enterprise Account Executive, Otter - Los Angeles
Los Angeles
Full-time
Onsite
Senior Level
6+ years expOtter is the leading restaurant technology platform helping multi-unit brands streamline operations and grow revenue. The Strategic Enterprise Account Executive will drive enterprise acquisition and manage relationships with top-tier customers, owning the entire sales cycle from prospecting to contract negotiation.
Computer Software
Responsibilities
Prospect, prioritize, and engage 500+ unit restaurant brands using data-driven analysis, creative outreach, and tailored value propositions
Build trusted relationships with C-suite and VP-level stakeholders across Operations, Technology, Marketing, Digital, Guest Experience, and Franchise groups
Lead consultative discovery to deeply understand customer needs across ordering, delivery, operations, reporting, and guest engagement
Own the full sales cycle from sourcing to close, including research, qualification, pitch development, business case creation, and pricing strategy
Orchestrate multi-threaded engagement across complex enterprise accounts — corporate, franchisees, technology teams, and external partners
Build and deliver compelling enterprise pitch books customized to each brand’s business model, challenges, and growth goals
Develop closing strategies for priority accounts and execute structured deal plans to move opportunities from evaluation to deployment
Serve as the quarterback across internal teams — Product, Solutions Engineering, Revenue Operations, Partnerships, Customer Success, Deployment, and Support — to ensure alignment and successful enterprise rollouts
Partner closely with Product & Engineering to articulate customer needs and influence Otter’s enterprise roadmap
Collaborate with Marketing on competitive intelligence, messaging, and strategic account-based campaigns
Partner with Customer Success to ensure successful onboarding, adoption, and ongoing value delivery
Identify upsell and expansion opportunities across Otter’s enterprise suite, including new features, modules, product lines, and additional brand or franchise networks
Design and execute long-term account growth strategies that expand systemwide penetration and maximize lifetime value
Qualification
Required
6–10+ years of experience in enterprise sales, strategic partnerships, or business development, ideally selling into QSR, restaurant tech, retail tech, or multi-unit environments
Proven success closing large, complex, multi-stakeholder deals with C-suite and VP-level decision makers
Demonstrated ability to analyze large markets, build structured territory plans, prioritize high-value targets, and execute at scale
Experience crafting compelling business cases, ROI models, and executive-level presentations
Strong project management skills — able to coordinate multiple internal and external contributors through complex sales cycles
A relationship-driven seller with exceptional communication, executive presence, and storytelling ability
Comfortable operating in ambiguity and building structure where none exists
Entrepreneurial mindset with tenacity, creativity, and a bias toward action
Preferred
Experience selling into QSR, enterprise restaurant brands, franchise networks, POS/ordering systems, delivery platforms, or hospitality tech
Understanding of enterprise restaurant operations and digital ordering ecosystems
Background in SaaS, enterprise software, or multi-product solution selling
Company
Otter
All-in-one Restaurant Operating System
1001-5000 employees
Funding
Current Stage
Late StageLeadership Team
Kavya Gupta
Partnerships Manager
Company data provided by crunchbase