• Own a named enterprise territory and develop comprehensive account plans that map organizational structure, buying centers, executive relationships, and expansion pathways. • Drive outbound prospecting alongside SDR partners to generate net new pipeline into target accounts, with a bias toward proactive territory development rather than inbound reliance. • Run full-cycle enterprise sales from initial discovery through contract execution, managing multi-threaded relationships across VP and C-suite stakeholders. • Close six and seven figure deals with discipline around deal qualification, mutual success plans, and forecasting accuracy. • Partner with Customer Success to ensure seamless handoffs and identify expansion opportunities within installed accounts. • Leverage AI-native tools and workflows to accelerate research, personalize outreach, build business cases, and manage your pipeline with precision. • Represent the voice of the enterprise customer internally, contributing product feedback and market intelligence to help shape Otter roadmap priorities. • Maintain a consistent cadence of activity and pipeline hygiene in Salesforce, ensuring forecast integrity and visibility for leadership.

• Own expansion revenue across a portfolio of strategic enterprise accounts • Identify and break into new teams, business units, and subsidiaries • Build and execute account plans with clear growth strategies and priorities • Lead account mapping across personas, functions, and levels • Drive outbound and creative prospecting within existing customers • Introduce new products and use cases aligned to customer needs • Partner closely with CSMs on account health, retention, and expansion timing • Coordinate cross-functional resources to move deals forward • Navigate complex procurement and enterprise sales cycles

• Use telesales, video and telemarketing techniques to sell delegate spaces at our international conferences and exhibitions. • Assist in the design and implementation of targeted marketing campaigns to drive delegate sales and community. • Market research to identify potential leads and understand industry trends. • Manage the entire sales cycle from prospecting to pitching and closing successfully. • Meet and exceed set sales targets, contributing to the overall success of the conference and exhibition. • Achieve a minimum of 100 dials and 8 qualified conversations daily with an expected revenue target of 600,000 per annum. • Provide regular reports on sales activity, delegate feedback, and market trends to senior management. • Attend industry events and conferences to generate leads and build a strong professional network. • Update and maintain the delegate and customer database ensuring all information is accurate and up to date. • Work closely with event production, marketing, and operations teams to deliver a seamless delegate experience. • Negotiate with potential delegates to secure their participation, ensuring they are aware of the benefits and opportunities.

• Run high-volume outbound to owner-operators and operations leaders at restaurant groups with 10 to 50 locations. • Lead demo calls that show prospects how Ando can help them forecast demand, improve staffing, and reduce schedule friction. • Close deals with urgency and ownership. • Manage pilots through paid conversion. Own the relationship from first call through renewal. • Work directly with the Head of Growth and leadership team on strategy, pipeline prioritization, and target accounts. • Bring customer feedback back to Product, Operations, and Customer Success so we keep building around real operator needs.