Strategic Enterprise Account Executive, Otter - Los Angeles at Otter

Los Angeles, California, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Restaurant Technology, QSR, Fast CasualIndustries

Requirements

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

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

Skills

Key technologies and capabilities for this role

Enterprise SalesAccount ExecutiveProspectingPipeline DevelopmentC-Suite EngagementContract NegotiationSales StrategyConsultative SellingPricing StrategyMulti-Stakeholder AlignmentBusiness Case DevelopmentQSR SalesRestaurant Technology

Questions & Answers

Common questions about this position

What is the salary or compensation for this Strategic Enterprise Account Executive role?

This information is not specified in the job description.

Is this Strategic Enterprise Account Executive position remote or based in Los Angeles?

This information is not specified in the job description.

What key skills are required for the Strategic Enterprise Account Executive role?

The role requires exceptional commercial acumen, creativity, executive presence, data-driven analysis, consultative discovery, and the ability to build trusted C-suite relationships.

What is the company culture like at Otter?

This information is not specified in the job description.

What makes a strong candidate for the Strategic Enterprise Account Executive position?

Strong candidates will have experience owning the full enterprise sales cycle, prospecting large multi-unit QSR brands, building C-suite relationships, and leading cross-functional teams for complex deals.

Otter

Connects parents with vetted babysitters

About Otter

Otter connects parents with qualified babysitters through its online platform, focusing on the childcare industry. The service stands out due to its thorough vetting process for sitters, which includes skills tests, reference checks, and interviews, along with mandatory background checks for both parents and sitters to ensure safety. Parents can book a sitter on short notice, sometimes as little as two hours, making it a convenient option for last-minute childcare needs. The company earns revenue by charging a fee for each booking, which is shared with the sitters, providing them with a flexible income opportunity. With significant backing from prominent venture capital firms, Otter aims to address the demand for reliable childcare services while ensuring a safe environment for families.

San Francisco, CaliforniaHeadquarters

2020Year Founded

$30MTotal Funding

SERIES_ACompany Stage

Social Impact, Consumer GoodsIndustries

1-10Employees

Risks

Increased competition from new platforms offering similar services at lower fees.

Changes in local regulations could increase operational costs and complicate compliance.

Rising concerns about data privacy and security could decrease user trust.

Differentiation

Otter offers a rigorous vetting process for sitters, ensuring safety and reliability.

The platform allows parents to book childcare with as little as two hours' notice.

Otter connects parents with local stay-at-home parents, fostering community-based childcare.

Upsides

Increased demand for flexible childcare solutions due to remote work trends.

Growing interest in last-minute booking options for childcare services.

Venture capital interest indicates strong growth potential for tech-enabled childcare solutions.

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