Senior Director of Sales
About The Position
Otter.ai is seeking a dynamic, hands-on Senior Director of Sales to build and scale its sales organization through its next phase of growth. This is a build opportunity for an experienced sales leader who can create structure, develop talent, and drive results in a fast-paced environment. The role leads Sales managers and individual contributors and shapes team structure, scalable processes, and sales execution. The position requires a leader who can work strategically and tactically: developing sales leaders and a high-performing organization while coaching deals, improving execution, 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’s mission is to make conversations more valuable. Its AI-powered meeting transcription, summarization, and collaboration tools turn in-person and virtual meetings into accessible, collaborative, actionable data.
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.
- A 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 participate directly in deals, customer conversations, and team development.
- Experience recruiting, developing, and retaining high-performing sales talent.
- Analytical ability to translate performance data into clear priorities and actionable improvements.
- Resourcefulness, adaptability, comfort with ambiguity, and motivation to build rather than inherit.
- 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 to support sustainable revenue growth.
- Lead and develop Sales managers and individual contributors, strengthening leadership capability, accountability, and a high-performance culture.
- Own sales execution and team performance, driving quota attainment, pipeline generation, and revenue growth.
- Assess organizational capabilities, identify talent gaps, and help shape hiring, team structure, and future leadership needs.
- Establish performance expectations, KPIs, forecasting discipline, and accountability.
- Develop and execute outbound sales strategies to create pipeline and new business opportunities.
- Coach the team 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 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.
Benefits
- Comprehensive total rewards package.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
