Teams at Otter

Own enterprise revenue for restaurant brands with 500+ locations, acquiring new logos and expanding existing accounts across products, franchise groups, and markets. Build targeted pipelines, navigate franchisor and franchisee decision structures, lead consultative discovery, develop pricing and business cases, negotiate complex deals, and coordinate cross-functional teams through launch. Partner with Customer Success on retention and account growth while sharing market intelligence with Product and Marketing.

Own operational excellence for a revenue recapture business by conducting root cause analyses, designing processes and playbooks, monitoring KPIs with SQL and dashboards, and partnering with Product and Engineering on workflow improvements. The role also involves cross-functional implementation, documentation, training materials, and rollout planning to improve customer and frontline-team outcomes.

Partners with Account Executives throughout enterprise sales cycles, leading technical discovery, product demonstrations, pilots, pre-sale analyses, RFP responses, and security questionnaires. Translates platform capabilities into business outcomes for restaurant brands, franchisees, and technical stakeholders. Uses SQL, data analysis, experimentation, and marketplace signals to quantify opportunities and validate product impact. Collaborates with Product and Engineering while creating reusable demos, technical collateral, and ROI frameworks.