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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 to 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.
The Inbound Sales Representative at Otter is responsible for putting our software products into the hands of restaurant operator customers, and ensuring that we provide them with the right bundle of products to solve their business needs. In this inside sales role, you will be responsible for calling on inbound leads and moving them through the sales funnel efficiently (pitching, negotiation, commitment, closed won). Your typical day will involve responding to new inbound leads generated from a number of channels including Partner referrals, Organic Web-leads, organic growth, trades shows and other marketing efforts and following up with existing prospects.
What else you need to know
This role is based in our Waterloo, London office location. We believe that people do their best work when they are together. As a company, we’re in the marketplace of ideas and innovation. When you’re constantly innovating, changing how an industry works, inventing new products and processes - and we are doing all these things - we believe we’re better as a team in-person. That’s why all of our teams (except for our field-based roles) are now working from one of our office locations 5 days a week. Looking forward to sharing more about a Career of Substance at Otter!
Key Responsibilities:- Respond to assigned leads in real-time, aspiring to hit our SLA of 90s inbound to TTFC outreach
- Negotiate price with clients, particularly those with bulk multi-location orders
- Understand our pricing methodology & discounting guardrails to ensure sales that positively contribute to Otter’s unit economics profile
- Apply value-based selling tactics to maximize revenue while illustrating the value of our product
- Create and articulate a vision of success to prospects, so they understand how Otter will help them
- Gracefully overcome common sales objections
- Log activities and pipeline progression to Salesforce, Otter’s CRM
- Effectively manage your own pipeline by following up in a timely and professional manner with prospects; keep your pipeline clean by removing stale pipe w/ an accurate closed lost reason.
- Report weekly sales goals and objectives to your team lead at the beginning of each week
- Share in-market learnings (customer voice) to your team lead and Otter’s Product Marketing team
- Attend team meetings and be prepared to articulate business results such as pipeline progress, daily activity and sales projections (forecast) supported by data
- Attend trainings to stay up to date with the specifications of new products and service offerings
- Stay current on restaurant / food industry trends and changes
- Experience: 2 years in Inside Sales, with demonstrable success
- Industry Experience: Experience working with Hospitality clients or a strong understanding of restaurant operations
- Education: Bachelor’s degree in Business Operations, Project Management, or a related field. PMP or relevant certifications are a plus.
- Communication: Exceptional verbal and written communication skills, with the ability to articulate complex ideas and influence across all levels of the organization.
- Problem-Solving: Demonstrated ability to manage challenges, think critically, and implement creative solutions to operational roadblocks.
- Collaboration: Ability to manage multiple accounts while building additional pipeline
- Organizational Skills: Detail-oriented with excellent organizational skills to prioritize tasks, meet deadlines, and manage multiple initiatives.
- Tech-Savvy: Proficiency in Salesforce, SalesLoft, or similar CRM / sales engagement tools
- Adaptability: Comfortable working in a fast-paced, dynamic environment with competing priorities and tight deadlines.
- Experience in a fast-paced, high-growth SaaS or technology company.
- Advanced knowledge of customer onboarding operations.
- Experience with automation and process optimization tools
- Experience with project management and managing multiple programs and projects concurrently.
- Languages: English and French or Spanish
