Strategic Partner Manager, CloudKitchens - Los Angeles

Strategic Partnership Manager

Location: Los Angeles, CA

Reports to: Business Development Manager 

Who we are 

CloudKitchens helps restaurateurs around the world succeed in online food delivery - our goal is to make food more affordable, higher quality and convenient for everyone. 

We take underutilized properties and transform them into smart kitchens so they can better serve restaurateurs, customers and the neighborhoods they’re in. Every time we launch a new facility we create jobs in that neighborhood, and we’re proud to provide a wide range of cuisines and options for healthy food at an affordable price.

We're changing the game for restaurateurs whether they’re entrepreneurs opening their first restaurant all the way through to your favorite global quick-service restaurant chains.

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 CloudKitchens’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 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.

Ready to join us as we serve those who serve others?