Mid Market Account Executive - Los Angeles

Otter POS Mid-market Account Executive

The Role: As a member of the Mid-market Sales team, you are responsible for quarterbacking the process of prospecting 15-50 location QSR brands, connecting with the C suite at these companies, evangelizing the Otter full product suite opportunity (POS, Order Aggregation, Kiosk, Online Ordering, Analytics and many other products and solutions)  to them and signing them up to roll out across their locations.   

This will require a relationship selling process along with market analysis, prioritization, tenacious and clever outreach, relationship building, tactical problem solving, project management, stakeholder management, contract negotiation and closing skills.  

Role Level:  3 

Key Responsibilities:

• Full Sales Cycle Management: Own the complete sales process for prospective Mid-market restaurant chain customers (15-50 locations), from initial discovery through negotiation and closing.
• Prospecting & Pipeline Development: Identify, research, and build a strong pipeline of potential restaurant chain clients through strategic outbound outreach and networking. Develop targeted engagement plans.
• Discovery & Needs Analysis: Conduct effective discovery meetings to gain a deep understanding of prospective clients' business operations, specific challenges, P&L structure, technology stack, and strategic goals within the restaurant context.
• Solution Pitching: Craft and deliver compelling, solutions-oriented presentations and product demonstrations that clearly articulate our value proposition and address the unique needs of multi-location restaurant operators.
• Pipeline Management: Effectively manage and track all sales activities, pipeline progression, and forecasting using Salesforce [or specified CRM], ensuring data accuracy and aiming to achieve assigned quotas.
• Negotiation & Closing: Lead contract negotiations, aiming for mutually beneficial agreements that demonstrate an understanding of the restaurant industry's current market conditions and client needs.
• Objection Handling & Navigation: Skillfully address prospect objections and navigate complex organizational structures within restaurant groups.
• Collaboration & Handover: Ensure all necessary documentation and client information are accurately completed and communicated for a smooth transition to onboarding and customer success teams.
• Relationship Management: Maintain and potentially grow relationships with clients post-onboarding, identifying opportunities for upsell or cross-sell where appropriate.

Qualifications:

• Experience:

• Relevant Work Experience: 3-5+ years of B2B sales experience, managing full sales cycles, preferably with technology or service solutions.
• Domain Experience: 2-3+ years of experience specifically selling into the Restaurant or Hospitality industry is strongly preferred, with proven experience working with multi-unit operators.

• Track Record: Demonstrated history of meeting or exceeding sales quotas in a B2B environment.
• Education: Bachelor's degree preferred. Equivalent practical experience will be strongly considered.
• Prior Company Experience: Background in B2B sales roles, ideally involving moderately complex or longer sales cycles. Direct experience selling to F&B or Hospitality sectors =.
• Core Competencies:

• Restaurant Industry Acumen: Strong understanding of restaurant operations, business models, P&L drivers, and technology needs specific to multi-location chains.
• Sales Skills: World Class Pitch, Solution Selling, Master Relationship Building, Strong Negotiation Skills.
• Business Acumen: Commercial awareness, ability to understand client business needs and ROI.
• Personal Attributes: High EQ (Active Listening, Client Engagement), Hustle, Resilience, Results-Driven, Competitive, Self-Motivated.
• Technical Skills: Proficient in CRM software (Salesforce preferred), Product Knowledge, Data Analysis interpretation.

Career Progression: Opportunities for growth within the sales organization may include advancement to Senior Mid-market AE, Mid-market Sales Manager, or potentially Enterprise roles based on performance and business needs.