The Strategic Partnership Manager will source and negotiate high-impact partnerships while collaborating cross-functionally to drive growth and optimize operations.
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
Top Skills
Api Integrations
Software Applications
Otter Los Angeles, California, USA Office
Los Angeles, California, United States
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