Senior Director of Sales

Otter.ai•San Francisco, CA

18d•Hybrid

About The Position

Otter.ai is seeking a hands-on Senior Director of Sales to build and scale its sales organization through its next phase of growth. The role leads Sales managers and individual contributors, shaping team structure, scalable processes, leadership development, and sales execution. The position combines strategic leadership with direct involvement in coaching deals, developing talent, and accelerating revenue growth. The role follows a hybrid schedule, with three days per week in one of Otter.ai’s Bay Area offices. Otter.ai is an equal opportunity employer committed to diversity and an inclusive, accessible workplace, and provides reasonable accommodations to qualified applicants during the hiring process. Otter.ai describes its mission as making conversations more valuable. Its AI-powered meeting transcription, summarization, and collaboration product turns in-person and virtual meetings into accessible, collaborative, actionable data. The company reports that over 1 billion meetings have been transcribed and says it is backed by early investors in Google, DeepMind, Zoom, and Tesla. The OTE range is $330,000–$380,000 per year; the actual base salary depends on several factors, and base salary is one component of the total rewards package.

Requirements

10+ years of progressive sales experience, including significant experience leading and scaling high-performing sales teams.
Experience leading both Sales managers and individual contributors, with a track record of developing future leaders.
Demonstrated success building or transforming sales organizations; high-growth SaaS or technology experience is ideal.
Strong track record of delivering revenue growth and exceeding sales targets.
Experience building successful outbound sales motions and scalable pipeline generation programs.
Deep understanding of sales execution, forecasting, pipeline management, and methodologies such as MEDDPIC.
Strong coaching instincts and willingness to get directly involved in deals, customer conversations, and team development.
Experience recruiting, developing, and retaining high-performing sales talent.
Highly analytical, with the ability to turn performance data into clear priorities and actionable improvements.
Builder’s mindset; resourceful and adaptable, comfortable with ambiguity, and energized by creating rather than inheriting.
Strong communication skills and ability to partner cross-functionally.

Nice To Haves

Experience in a high-growth SaaS or technology environment.

Responsibilities

Scale the sales organization and establish operating rhythms that support sustainable revenue growth.
Lead and develop Sales managers and individual contributors, building leadership capability, accountability, and a high-performance culture.
Own team sales execution and performance, driving quota attainment, pipeline generation, and revenue growth.
Assess organizational capabilities and talent gaps, and help shape hiring, team structure, and future leadership needs.
Set clear performance expectations and KPIs, and establish forecasting discipline and accountability.
Develop and execute outbound sales strategies to generate pipeline and new business opportunities.
Coach directly by joining customer calls, reviewing deals, strengthening negotiation strategies, and improving sales execution.
Build scalable onboarding, training, and enablement programs to accelerate ramp time and improve sales productivity.
Implement and reinforce sales methodologies, including MEDDPIC, to improve qualification, pipeline quality, and deal execution.
Partner with Marketing, Customer Success, Solutions Engineering, Product, and other cross-functional leaders to strengthen go-to-market execution.
Use Salesforce and sales performance data to improve visibility, operational efficiency, and forecast accuracy.