Strategic Partner Manager - Los Angeles - Otter

Strategic Partnership Manager

Location: Los Angeles, CA

Reports to: Business Development Manager 

About Otter

At TryOtter.com, we’re building the backbone of restaurant technology—helping operators streamline delivery, POS, and operations through a single powerful platform. Backed by Uber co-founder Travis Kalanick, we’re scaling globally and partnering with the world’s most innovative restaurant brands and tech platforms.

About the Role

We’re seeking a Strategic Partnership Manager to help source, negotiate, and grow high-impact partnerships that unlock revenue, drive growth, and scale Otter’s restaurant ecosystem. This role is ideal for a sharp, analytical business developer who thrives in fast-paced environments and knows how to turn relationships into results.

What You’ll Do

• Source, validate, negotiate, and sign strategic partners across your regional market (US&C, LATAM, EMEA, or APAC).
• Own the full partner lifecycle—from discovery and commercial structuring to onboarding and performance growth.
• Collaborate cross-functionally with Sales Ops, Marketing, Kitchens, and Product teams to operationalize new initiatives and ensure internal alignment.
• Develop strategic partner plans that include creative go-to-market ideas, co-branded initiatives, and measurable outcomes.
• Track and prioritize opportunities using structured frameworks and communicate status updates clearly to leadership.
• Lead execution of partnership initiatives—including performance reviews, joint marketing campaigns, and training rollouts.
• Represent Otter in partner-facing conversations, often engaging with senior leaders at fast-growing restaurant tech firms or marketplaces.

What We’re Looking For

• 5–7 years of relevant experience in business development, partnerships, or alliances at high-growth software or marketplace companies
• Proven ability to negotiate commercial terms and navigate complex deal cycles
• Confident communicator who can lead executive-level conversations and influence cross-functional stakeholders
• Experience evaluating API integrations and technical feasibility of joint initiatives
• Data-driven thinker with the ability to identify trends, prioritize opportunities, and execute quickly
• A “hustler” and an “enabler”—you thrive on ownership, moving fast, and scaling impact
• A natural relationship builder who can establish trust and rapport with partners of all sizes.
• Experience with ISOs, POS resellers, or within the restaurant tech/payments ecosystem is a strong plus.
• Bachelor’s degree required; technical fluency is a plus

Preferred Backgrounds

Experience at companies like DoorDash, Uber, Stripe, Salesforce, Toast, Shopify, Google, Twilio, or Meta is highly valued.

Why Otter

• 🚀 Work at a hyper-growth startup backed by category-defining leadership
• 🌍 Build partnerships with global scope and massive market potential
• 🎯 High visibility and impact—your work directly drives company growth
• 💡 Collaborate with smart, scrappy, and driven teammates

Ready to build the future of restaurant tech with us?

Apply now at www.tryotter.com/careers