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About the Role
You will own the revenue for a set of enterprise restaurant brands, from first meeting through expansion. This is a land and expand seat focused on growing Otter's presence within existing and new brands.
Responsibilities
- Build and work a prioritized target list of 500+ unit brands.
- Win the first foothold (pilot, franchisee group, region, or product) 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 (Product, Solutions Engineering, Legal, Customer Success, Onboarding, and Franchise Sales) to close and launch.
- Expand every account by introducing new products, additional franchise groups, and new markets, in partnership with Customer Success.
- Bring field intelligence back to Product and Marketing.
Requirements
- 6+ years in enterprise sales with a record of landing new logos and growing them.
- Experience selling into franchise systems where franchisees decide adoption.
- History of closing complex, multi-stakeholder deals with C-suite and VP-level buyers.
- Comfort selling and negotiating flexible pricing structures.
- Hunter's habits: build own pipeline, research targets, and open doors without waiting for leads.
- Strong executive communication skills.
- Discipline to run a long sales cycle with many internal and external contributors.
Skills
- Enterprise sales
- New logo acquisition
- Account growth
- Franchise system sales
- Complex deal negotiation
- Executive communication
- Pipeline generation
- Consultative discovery
- Business case development
- Pricing negotiation
Location
- San Francisco
Work Type
- Onsite
Experience Level
- Enterprise Sales (6+ years)
Salary/Compensations
- $120,000 - $145,000 (Base Salary)
- $120,000 - $145,000 (Estimated Annual Incentive Compensation)
Benefits
- 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)
- Discretionary vacation days
- 8 paid holidays per year
- Paid sick time
- Paid Bereavement leave
- Paid Parental Leave
About the Company
- Otter helps restaurateurs succeed in online food delivery by increasing sales, reducing order issues, and decreasing delivery headaches.
- Restaurants like Chick-fil-A, Ben & Jerry’s, KFC, and Eataly trust Otter's software.
- The demand for online food delivery is growing rapidly.
- Otter is part of a team that helps restaurants succeed in online food delivery.
- Otter offers a collaborative environment with support from experienced colleagues and managers.
- Close collaboration is essential as the company is driven by innovation and continuous change.