This is a land and expand seat. We want a hunter who opens doors, but the real measure is how much of a brand's system you bring onto Otter over time. Customer Success owns retention and renewals. You and CS build and manage the relationship together, and you own everything that grows it.

What success looks like in 12 months

Land: New enterprise brand wins, each with a defined path to systemwide rollout.

Expand: Growth in live locations, products, and franchise groups across your assigned brands. This is where most of the opportunity sits.

Navigate: a mapped decision structure at every account, covering the franchisor, the franchisee groups, and the approval path that gets Otter onto the system.

Build and work a prioritized target list of 500+ unit brands, using real analysis of where Otter wins, not volume outreach.

Win the first foothold: a pilot, a franchisee group, a region, or a product, and turn it into a systemwide rollout.

Map and work the full franchise decision structure: franchisor corporate, brand technology and operations leaders, franchisee groups and mega-operators, co-ops, and approved-vendor programs.

Run consultative discovery across ordering, delivery, operations, reporting, and guest engagement, then build the business case and pricing with BI and Solutions Engineering.

Sell and negotiate flexible pricing structures that create win-win partnerships with operators, finance, and procurement.

Lead multi-threaded deals across corporate, franchisees, technology teams, and partners, and collaborate with the internal team (Product, Solutions Engineering, Legal, Customer Success, Onboarding, and Franchise Sales) to close and launch.

Expand every account: new products across the Otter suite, additional franchise groups, and new markets, in partnership with Customer Success.

Strategic Enterprise Account Executive

Responsibilities

Qualification

Required

Preferred

Benefits

Company

Cssmerge

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