Strategic Enterprise Account Executive

The role

You will own revenue for enterprise restaurant brands by landing new logos and expanding existing accounts. You will build target lists, navigate franchise decision structures, and lead multi-threaded deals across various verticals.

What you will do

• Build and work a prioritized target list of 500+ unit brands
• Win the first foothold and turn it into a systemwide rollout
• Map and work the full franchise decision structure
• Run consultative discovery across ordering, delivery, operations, reporting, and guest engagement
• Build the business case and pricing with BI and Solutions Engineering
• Sell and negotiate flexible pricing structures
• Lead multi-threaded deals across corporate, franchisees, technology teams, and partners
• Collaborate with internal teams to close and launch
• Expand every account with new products and markets
• Bring field intelligence back to Product and Marketing

Required qualifications

• 6+ years in enterprise sales
• Experience selling into franchise systems
• History of closing complex, multi-stakeholder deals with C-suite and VP-level buyers
• Comfort selling and negotiating flexible pricing structures with finance and procurement
• Ability to build your own pipeline and research targets
• Strong executive communication
• Discipline to run a long cycle with many internal and external contributors

Nice to have

• Background in restaurant technology, such as ordering, POS, delivery, loyalty, or digital platforms
• Experience selling to more than one restaurant segment, such as QSR, fast casual, full service, convenience
• Experience with mega-franchisees or franchisee-led buying groups
• Familiarity with delivery marketplaces and the disputes, fees, and margin issues operators deal with

Benefits

• Medical, dental, and vision insurance
• Company-paid life and disability insurance
• Voluntary insurance: accident, critical illness, hospital indemnity
• Optional supplemental life insurance
• Pet insurance discount
• 401(k)
• Health Savings Account (HSA)
• Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)
• Discretionary vacation days
• 8 paid holidays per year
• Paid sick time
• Paid Bereavement leave

About the company

Otter helps restaurateurs succeed in online food delivery. Their software is used by restaurants around the world, including Chick-fil-A, Ben & Jerry’s, KFC, and Eataly.