Partnership Development Representative Jobs

About Us:

We’re Otter, a fast-moving restaurant technology company that builds solutions to help our partners succeed in delivery. Restaurants large and small trust Otter to power their delivery business, including Chick-fil-A, Ben & Jerry’s, KFC, and Eataly. Headquartered in Los Angeles, we’re a team that wears a million hats – constantly learning, innovating, and problem-solving. Join us on our mission to build a better infrastructure for food!

About The Role:

As a Partner Development Representative (PDR) at Otter, you'll be responsible for identifying and creating new qualified partner opportunities with a range of alliance partners (e.g., consultants, agencies, systems integrators, affiliates, and more) that provide services to SMB, mid-market, and enterprise restaurant accounts. This team member is an integral part of the top-of-funnel acquisition efforts for the partner program.

In this role, you will have the opportunity to shadow partner managers for your sourced leads to learn the Otter partner strategy, which is a path to becoming a partner manager. Therefore, this is ideal for someone who wants to build a career in partnerships/alliances.

The scope of the roles includes all partner acquisition plays, including sourcing net-new partners and managing programs designed to find partners that may be hidden today - ex: currently working with Otter prospects and customers.

To achieve your goal, you will focus on outbound prospecting through cold calling and email outreach, to move contacts through the pipeline with the goal of setting an appointment for partner acquisition leads. You will need to be a self-starter and hustler who uses strategic and pointed outreach to establish active communication and engagement with partner prospects and is adept at navigating organizations to find the right contact(s). A key to your success will be determining the message and next steps for each partner prospect to keep them moving forward in the engagement with Otter.

If you’re an experienced lead generator, want to build a career in partnerships/alliances, and have a passion for helping restaurants succeed, this is the role for you!

Responsibilities:

• Handle objections from potential prospects who may be using or considering another solution similar to Otter
• Pursue a targeted list of potential accounts to drive partner relationships. This will include n one-to-many approach for affiliates (leveraging templetized content and lead-nurturing tools) and a one-to-one personalize approach for mid-market and enterprise prospects.
• Book at least 6 new meetings per month (average of 1.5/week)
• Make a minimum of 60 touch points daily with 30+ cold calls and send out 30+ email/LinkedIn messages and follow-up with prospects by phone and/or email accordingly
• Maintain book of business and proactively follow up with prospects on a timely basis
• Work closely with assigned partner leaders to strategize customer outreach based on accounts
• Understand the Otter platform and value proposition to engage prospective partners while also understanding the key players in a mid-market / enterprise customer to tailor outreach accordingly

Ingredients for Success:

• Grit/Hustler: willing to grind, sense of urgency, handles objections well, consistent on a high volume of outreach, positive attitude.
• Flexibility: we are a startup and growing fast, we value people with the ability to embrace change.
• Coachable: open to changes, strategizes, driven to improve, self-aware
• Clear Communicator: active listener, rapport builder, adaptable, can hold the attention of a VP/exec.
• Experience with systems - Salesforce, PartnerStack, Salesloft (or similar).
• Strategic: methodical, organized, manage time well, critical thinker
• 3-5 years experience in SaaS, with 1-3 years experience generating net-new sales or partnership leads.

Extra Scoop:

• This role is eligible for performance-based increases in compensation, title, and scope
• This is a salaried + commission based role
• Supplemental benefits package, effective the first of the month following your start date
• 30 day paid training program geared to provide all the resources needed to find success in your sales career

At Otter, we promote inclusivity. We’re committed to hiring from all backgrounds and championing all individuals with the opportunity to excel.

Not checking every box? Sounds like the job for you, but you don’t think you have what it takes on paper? Reach out to us anyway! Otter is an inclusive workplace that considers all applicants. We value diversity—in professional backgrounds and in experiences—and are committed to providing equal opportunity and a sense of belonging for all employees and applicants. Let’s discover together whether you could be a great fit at Otter.

Visa sponsorship for this role is currently not available.