Enterprise Account Executive, Otter - Los Angeles

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 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. 

What You’ll Do

As an Enterprise Account Executive, you will be responsible for landing and expanding strategic partnerships with high-value restaurant groups and enterprise chains. You’ll manage the full sales cycle and serve as a trusted advisor, helping restaurant leaders future-proof their delivery business.

• Own the Enterprise Sales Cycle: Lead deals from prospecting through close, navigating multiple stakeholders and complex buying processes across national and global restaurant brands.
• Position Strategic Value: Understand client priorities and pain points to tailor Otter’s solutions in a way that aligns with business objectives and drives long-term value.
• Leverage Cross-Functional Expertise: Partner with our Product, RevOps, and Customer Success teams to deliver a seamless, consultative experience.
• Drive Pipeline Growth: Use a mix of outbound strategy, industry insights, and your own network to build a pipeline of qualified enterprise opportunities.
• Champion Customer Success: Ensure strong handoffs post-sale and remain engaged with your portfolio to identify expansion opportunities.

What we’re looking for:

• 5+ years of enterprise sales experience (ideally in SaaS, tech, or multi-location businesses).
• Proven ability to navigate complex sales processes with multiple decision-makers.
• Strong consultative selling and value-based negotiation skills.
• Excellent communication, executive presence, and stakeholder management.
• Highly self-motivated, goal-driven, and accountable.
• Previous experience selling into restaurants, hospitality, or multi-unit businesses is a strong plus.

Why join us 

• Massive Market Opportunity: Be at the forefront of a market expected to grow from $80B to $500B in the U.S. alone by 2030.
• Meaningful Impact: You’ll play a key role in transforming how restaurants operate and succeed in digital ordering and delivery.
• High Ownership: This is a high-impact, high-autonomy role where you own results and directly influence Otter’s growth.
• Team and Culture: Work alongside a sharp, ambitious team that thrives on innovation, collaboration, and execution.
• In-Person Collaboration: We believe our best work happens together. That’s why we work onsite 5 days a week in our Los Angeles office, fostering rapid iteration, teamwork, and idea-sharing.

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

#LI-Onsite