---
title: 'Strategic Enterprise Account Executive at Otter'
canonical: 'https://feeny.ai/job/strategic-enterprise-account-executive-otter-los-angeles-hyzf66y1wve6'
type: 'job'
last_seen: '2026-11-09'
---

# Strategic Enterprise Account Executive at Otter

- **Company:** Otter
- **Location:** Los Angeles, CA
- **Posted:** 2026-11-03
- **Last confirmed live:** 2026-11-09
- **Apply:** https://job-boards.greenhouse.io/otter/jobs/8922033002

## Job description

## 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 procurement.
- A hunter's habits: you build your own pipeline, research your targets, and open doors without waiting for leads.
- Strong executive communication, and the 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

## Why join us

- Demand for online food delivery is growing really fast! In the last 5 years, just in the US, the overall market has expanded 10X from $10B to $100B, and could expand to $500bn- $1T by 2030.
- Changing the restaurant industry: You’ll be part of a team that helps restaurants succeed in online food delivery.
- Collaborative environment: You will receive support and guidance from experienced colleagues and managers, helping you to learn, grow and achieve your goals, and you’ll work closely with other teams to ensure our customer’s success.

What else you need to know

This role is based in our Los Angeles office location. As a company driven by innovation and continuous change, close collaboration is essential. We’re constantly reimagining our industry, creating new products, and refining our processes, and we do our best work together. That’s why all of our office-based teams work onsite, five days a week.

The base salary range for this role is $110,000 - $135,000 per year.

Add’l Incentive Compensation: Individuals can earn an estimated annual incentive compensation range of $110,000 - $135,000 when meeting performance expectations. Actual incentive compensation varies based on individual sales performance and targets.

Actual compensation will be determined on an individual basis and may vary depending on experience, skills, and qualifications.

Base salary is just one part of your total rewards package. You may also be eligible for equity awards and an annual performance-based bonus.

Benefits Summary (USA Full-Time Exempt Employees):

- Medical, dental, and vision insurance (multiple plans, incl. HSA options).
- Company-paid life and disability insurance (short- and long-term).
- Voluntary insurance: accident, critical illness, hospital indemnity.
- Optional supplemental life insurance for self, spouse, and children.
- Pet insurance discount.
- 401(k).
- Health Savings Account (HSA)
- Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)
- Time Off policies:
- Discretionary vacation days
- 8 paid holidays per year
- Paid sick time
- Paid Bereavement leave
- Paid Parental Leave

Benefits are subject to change at the company's discretion. Atoms accepts applications on an ongoing basis.

Ready to join us as we serve those who serve others?

#LI-Onsite

## About Otter

## Company Overview
- **One-liner**: Otter provides a multichannel POS system and restaurant operating system that unifies in-store, online, and delivery orders, payments, and operations for restaurants of all sizes.
- **Entity Type**: Private (Privately Held)
- **Headquarters**: Los Angeles, California, United States
- **Founded**: 2020
- **Founders**: Not publicly available

## Core Business
- **Primary industry**: Restaurant technology, point-of-sale (POS) systems, food service software.
- **Target customers**: B2B – quick-service restaurants, multi-location chains, and enterprise restaurants.
- **Mission**: “Building the operating system that connects the disconnected systems restaurants use” – unifying POS, delivery apps, kiosks, payments, and operations into a single platform.

## Products & Services
- **Otter POS**: All-in-one restaurant POS for in-store, pickup, delivery, and online ordering. Includes hardware bundles (single/dual screen terminals, tablets, card readers, printers), low processing fees (2.39% + 15¢), offline mode, and live alerts. Onboarding in 7 days or less.
- **Otter Enterprise**: Multi-location management platform for chains – unified menu management, revenue analytics, business continuity, and virtual brand management. Serves thousands of restaurants in over 40 countries.
- **Online Ordering**: Direct-to-consumer ordering channel integrated with the POS.
- **Integrations**: 100+ integrations with delivery platforms (DoorDash, Uber Eats), payment processors, kiosks, and other restaurant tools.

## Market Standing
- **Valuation / Market Cap**: Not disclosed (private company).
- **Key Metric**: Over 1 billion orders processed; 100,000+ restaurants worldwide (homepage) and 275,000+ customers (enterprise page).
- **Notable Investors / Partners**: Not publicly listed; major integration partners include DoorDash, Uber Eats, Stripe.
- **Growth Signals**: Employee headcount grew 46% YoY (196 employees as of mid-2026); operates in 16 countries; 35 active job postings (up 337% year-over-year); expanding enterprise capabilities and product-led growth initiatives.

## Competitive Advantages
- **All-in-one platform**: Replaces multiple disconnected systems, reducing complexity and cost for restaurant operators.
- **Low processing fees**: Industry-leading 2.39% + 15¢ per transaction.
- **Built by operators**: Designed by and for restaurant operators, with features like offline mode, real-time alerts, and unified menu management.
- **Rapid onboarding**: Specialists get restaurants set up in 7 days or less.
- **Scalable**: Serves from single-location independents to large enterprise chains (e.g., United Pacific).

## Strategic Focus
- **Enterprise expansion**: Deepening capabilities for multi-location chains (revenue analytics, business continuity, virtual brands).
- **Product-led growth**: Hiring for product-led growth engineering and growth marketing roles.
- **AI-driven features**: AI-powered promotions on delivery apps and other innovations.
- **Global reach**: Operating in over 40 countries, with POS currently available in the US and Canada.

## Why Work Here
- **Culture**: Described as “driven, collaborative, eclectic & fun” with a motto of “With grit comes glory.” Emphasis on diversity and inclusion (“We like you for you”).
- **Perks**: Competitive pay plus equity, generous vacation policy, flexible work arrangements, and a fun office environment (bake-offs, beer-pong, barre classes).
- **Work model**: Hybrid/remote depending on role; offices in Los Angeles (HQ), San Francisco, Seattle, Mountain View, Toronto, Phoenix, and international locations.
- **Engineering culture**: Modern tech stack, opportunity to build foundational restaurant technology, and a focus on innovation (streaming data, menu platforms, PLG).

## Sources
1. [tryotter.com](https://www.tryotter.com/)
2. [tryotter.com/jobs](https://tryotter.com/jobs)
3. [linkedin.com/company/try-otter](https://www.linkedin.com/company/try-otter)
4. [helpdesk.tryotter.com](https://helpdesk.tryotter.com/hc/en-us/articles/26596326146707-Otter-POS-Introduction)
5. [why.tryotter.com/enterprise](https://why.tryotter.com/enterprise)
6. [job-boards.greenhouse.io/otter](https://job-boards.greenhouse.io/otter)

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