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Salary: USD 87,000 - 102,000 / annual
Otter is a software platform helping restaurants succeed in online food delivery. The company serves major brands like Chick-fil-A, Ben & Jerry's, KFC, and Eataly, offering tools to increase sales, reduce order issues, and streamline delivery operations.
As a Sales Engineer, you'll be the technical partner to the enterprise sales team, working alongside Account Executives on deals with national brands, multi-unit franchisees, and franchise groups. You'll translate Otter's platform capabilities—including ML-driven delivery marketing optimization and enterprise reconciliation automation—into concrete business outcomes for operators, CFOs, and CTOs.
Key responsibilities include:
- Partner with Account Executives through the full enterprise sales cycle: discovery, technical validation, pilots, and close
- Lead tailored product demos for diverse audiences (franchise owners, marketing leads, finance teams, IT/engineering stakeholders)
- Conduct technical discovery to understand prospects' POS environments, marketplace footprints, data flows, and current processes
- Design and scope pilots with defined success metrics, test/control structures, and data-backed readouts
- Build pre-sale analyses using prospect performance data and marketplace signals to size opportunities
- Own technical sections of RFPs and security questionnaires, ensuring all claims are substantiated
- Provide field feedback to Product on buyer needs, deal stalls, and revenue-unlocking integrations
- Create and maintain reusable demo environments, technical collateral, and ROI frameworks for the sales team
The role is based in the Los Angeles office, requiring onsite presence five days per week.
Requirements:
- 2–4 years in sales engineering, solutions consulting, technical account management, or similar customer-facing technical role, ideally in B2B SaaS
- Comfort working with data: ability to write SQL, build analyses in spreadsheets or notebooks, and explain what results do and don't prove
- Working understanding of how ML-driven products are evaluated, including experimentation, incrementality, attribution, and critical evaluation of model claims
- Experience explaining technical systems to non-technical audiences and adjusting depth dynamically
- Familiarity with APIs, integrations, and data flows between systems (POS, third-party platforms, finance tools)
- Strong written communication skills for proposals and RFP responses read by executives
- Curiosity about restaurant economics and humility to learn from experienced operators
Nice to have:
- Experience in restaurant tech, food delivery, retail media, or performance marketing
- Exposure to franchise business models and brand-franchisee dynamics
- Experience supporting pilots or proofs of concept with defined success criteria
- Familiarity with Python, BI tools, or dashboarding
