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Strategic Partnership Manager
Location: Los Angeles, CA
Reports to: Business Development Manager
About Otter
At TryOtter.com, we’re building the backbone of restaurant technology—helping operators streamline delivery, POS, and operations through a single powerful platform. Backed by Uber co-founder Travis Kalanick, we’re scaling globally and partnering with the world’s most innovative restaurant brands and tech platforms.
About the Role
We’re seeking a Strategic Partnership Manager to help source, negotiate, and grow high-impact partnerships that unlock revenue, drive growth, and scale Otter’s restaurant ecosystem. This role is ideal for a sharp, analytical business developer who thrives in fast-paced environments and knows how to turn relationships into results.
What You’ll Do
- Source, validate, negotiate, and sign strategic partners across your regional market (US&C, LATAM, EMEA, or APAC).
- Own the full partner lifecycle—from discovery and commercial structuring to onboarding and performance growth.
- Collaborate cross-functionally with Sales Ops, Marketing, Kitchens, and Product teams to operationalize new initiatives and ensure internal alignment.
- Develop strategic partner plans that include creative go-to-market ideas, co-branded initiatives, and measurable outcomes.
- Track and prioritize opportunities using structured frameworks and communicate status updates clearly to leadership.
- Lead execution of partnership initiatives—including performance reviews, joint marketing campaigns, and training rollouts.
- Represent Otter in partner-facing conversations, often engaging with senior leaders at fast-growing restaurant tech firms or marketplaces.
What We’re Looking For
- 5–7 years of relevant experience in business development, partnerships, or alliances at high-growth software or marketplace companies
- Proven ability to negotiate commercial terms and navigate complex deal cycles
- Confident communicator who can lead executive-level conversations and influence cross-functional stakeholders
- Experience evaluating API integrations and technical feasibility of joint initiatives
- Data-driven thinker with the ability to identify trends, prioritize opportunities, and execute quickly
- A “hustler” and an “enabler”—you thrive on ownership, moving fast, and scaling impact
- A natural relationship builder who can establish trust and rapport with partners of all sizes.
- Experience with ISOs, POS resellers, or within the restaurant tech/payments ecosystem is a strong plus.
- Bachelor’s degree required; technical fluency is a plus
Preferred Backgrounds
Experience at companies like DoorDash, Uber, Stripe, Salesforce, Toast, Shopify, Google, Twilio, or Meta is highly valued.
Why Otter
- 🚀 Work at a hyper-growth startup backed by category-defining leadership
- 🌍 Build partnerships with global scope and massive market potential
- 🎯 High visibility and impact—your work directly drives company growth
- 💡 Collaborate with smart, scrappy, and driven teammates
Ready to build the future of restaurant tech with us?
Apply now at www.tryotter.com/careers
Otter Los Angeles, California, USA Office
Los Angeles, California, United States
What you need to know about the Los Angeles Tech Scene
Los Angeles is a global leader in entertainment, so it’s no surprise that many of the biggest players in streaming, digital media and game development call the city home. But the city boasts plenty of non-entertainment innovation as well, with tech companies spanning verticals like AI, fintech, e-commerce and biotech. With major universities like Caltech, UCLA, USC and the nearby UC Irvine, the city has a steady supply of top-flight tech and engineering talent — not counting the graduates flocking to Los Angeles from across the world to enjoy its beaches, culture and year-round temperate climate.
Key Facts About Los Angeles Tech
- Number of Tech Workers: 375,800; 5.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Snap, Netflix, SpaceX, Disney, Google
- Key Industries: Artificial intelligence, adtech, media, software, game development
- Funding Landscape: $11.6 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Strong Ventures, Fifth Wall, Upfront Ventures, Mucker Capital, Kittyhawk Ventures
- Research Centers and Universities: California Institute of Technology, UCLA, University of Southern California, UC Irvine, Pepperdine, California Institute for Immunology and Immunotherapy, Center for Quantum Science and Engineering
