Sales Engineer

Who we are

In the past, to be a successful restaurateur, you simply had to have a passion for food and a passion for people - but to succeed as a digital restaurateur you also need to have a passion for technology. We believe in the joy of serving others, and that's why we created Otter – to help restaurateurs succeed in online food delivery. Restaurants around the world, both large and small, including Chick-fil-A, Ben & Jerry’s, KFC, and Eataly trust our software to power their delivery business. We increase sales, reduce order issues, and decrease delivery headaches.

About the role

We're looking for a Sales Engineer to be the technical partner to our enterprise go to market team. You'll work alongside Account Executives on deals with national brands, multi-unit franchisees, and franchise groups, translating what our platform does into outcomes an operator, a CFO, or a CTO cares about.

The products you'll support go well beyond ordering. One of them is a machine learning system that decides, store by store and week by week, where a brand's delivery marketing dollars should go and how hard they should work. Others take on the manual, error-prone work enterprise teams do today across dozens of platforms and systems, including making sure every dollar owed is actually collected. Part of your job is being able to explain how these work, prove that they work, and be honest about where they don't fit.

What you'll do

• Partner with Account Executives through the full enterprise sales cycle, from discovery through technical validation, pilot, and close
• Lead tailored product demos for audiences ranging from franchise owners to brand marketing leads, finance teams, and IT/engineering stakeholders
• Run technical discovery: understand a prospect's POS environment, marketplace footprint, data flows, and current marketing and reconciliation processes
• Design, scope, and support pilots, including defining success metrics, test and control structures, and readouts that hold up to scrutiny from a data-literate buyer
• Build pre-sale analyses using a prospect's own performance data and public marketplace signals to size the opportunity before a contract is signed
• Own the technical sections of RFPs and security questionnaires, working with Product and Engineering to make sure every claim we make is one we can back up
• Bring field feedback back to Product: what enterprise buyers are asking for, where deals stall, and which integrations are unlocking revenue
• Create and maintain reusable demo environments, technical collateral, and ROI frameworks the broader sales team can use

What we're looking for

• 2–4 years in sales engineering, solutions consulting, technical account management, or a similar customer-facing technical role, ideally in B2B SaaS
• Comfort working with data: you can write SQL, build an analysis in a spreadsheet or notebook, and explain what a result does and doesn't prove
• A working understanding of how ML-driven products are evaluated, including experimentation, incrementality, attribution, and why "the model did it" isn't an answer a buyer should accept
• Experience explaining technical systems to non-technical audiences, and adjusting depth on the fly when the room changes
• Familiarity with APIs, integrations, and how data moves between systems (POS, third-party platforms, finance tools)
• Strong written communication; you'll be writing proposals and RFP responses that executives read
• Curiosity about how restaurants make money, and the humility to learn from operators who've been doing it for decades

Nice to have

• Experience in restaurant tech, food delivery, retail media, or performance marketing
• Exposure to franchise business models and the dynamics between a brand and its franchisees
• Experience supporting pilots or proofs of concept with defined success criteria
• Familiarity with Python, BI tools, or dashboarding

Why join us

• Demand for online food delivery is growing really fast! In the last 5 years, just in the US, the overall market has expanded 10X from $10B to $100B, and could expand to $500bn- $1T by 2030.
• Changing the restaurant industry: You’ll be part of a team that helps restaurants succeed in online food delivery.
• Collaborative environment: You will receive support and guidance from experienced colleagues and managers, helping you to learn, grow and achieve your goals, and you’ll work closely with other teams to ensure our customer’s success.

What else you need to know

This role is based in our Los Angeles office location. As a company driven by innovation and continuous change, close collaboration is essential. We’re constantly reimagining our industry, creating new products, and refining our processes, and we do our best work together. That’s why all of our office-based teams work onsite, five days a week.

The base salary range for this role is $87,000 - $102,000 per year.

Add’l Incentive Compensation: Individuals can earn an estimated annual incentive compensation range of $21,750 – $25,500 when meeting performance expectations. Actual incentive compensation varies based on individual sales performance and targets.

Base salary is just one part of your total rewards package. You may also be eligible for equity awards and an annual performance-based bonus.

Benefits Summary (USA Full-Time Exempt Employees):

• Medical, dental, and vision insurance (multiple plans, incl. HSA options).
• Company-paid life and disability insurance (short- and long-term).
• Voluntary insurance: accident, critical illness, hospital indemnity.
• Optional supplemental life insurance for self, spouse, and children.
• Pet insurance discount.
• 401(k).
• Health Savings Account (HSA)
• Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)
• Time Off policies:
• Discretionary vacation days
• 8 paid holidays per year
• Paid sick time
• Paid Bereavement leave
• Paid Parental Leave

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