Senior Sales Manager
About The Position
Otter.ai is seeking a hands-on Sales Manager to lead and develop a team of Account Executives while the company builds and scales its sales organization. The role focuses on developing talent, driving results, strengthening sales execution, and creating a culture of accountability and high performance in a fast-paced, high-growth environment. Reporting to the Senior Director of Sales, the Senior Sales Manager will help establish scalable processes and operating rhythms, coach in real time, and translate strategy into results. The role follows a hybrid schedule, with three days per week in one of Otter.ai’s Bay Area offices.
Requirements
- At least 6 years of successful B2B sales experience.
- At least 3 years of direct experience managing and developing quota-carrying sales professionals.
- A proven track record of consistently achieving or exceeding sales targets as both an individual contributor and sales leader.
- Demonstrated ability to coach and develop sales talent, improve underperformance, and build high-performing teams.
- Experience driving outbound prospecting and pipeline generation.
- Strong understanding of sales methodologies, pipeline management, forecasting, and deal execution.
- A hands-on leadership style and passion for coaching through live calls, deal reviews, and ongoing feedback.
- Strong analytical skills and ability to use sales data to identify opportunities and improve performance.
- Experience with Salesforce CRM and sales productivity tools.
- Excellent communication, interpersonal, and problem-solving skills.
- A builder’s mindset; comfort with ambiguity, enthusiasm for change, and willingness to create and improve processes.
- A collaborative, results-oriented leadership style with a strong sense of ownership and accountability.
Nice To Haves
- Experience in SaaS or a high-growth technology environment.
- Experience with MEDDPIC.
Responsibilities
- Lead, coach, and develop a team of Account Executives to drive quota attainment, pipeline generation, and revenue growth.
- Build a high-performance culture grounded in clear expectations, accountability, continuous feedback, and recognition.
- Coach sales representatives by joining customer calls, reviewing deals, strengthening discovery and objection handling, and supporting complex sales cycles.
- Own team performance by identifying gaps, providing actionable feedback, and developing plans to improve individual and team results.
- Drive outbound prospecting and pipeline generation and help the team maintain a healthy, predictable pipeline.
- Establish operating rhythms, including pipeline reviews, deal inspections, forecasting, and regular coaching sessions.
- Partner with the Senior Director of Sales to implement sales strategies, improve processes, and build a scalable sales organization.
- Use sales methodologies, including MEDDPIC, to strengthen qualification, deal execution, and win rates.
- Support recruiting, onboarding, and ramping new sales talent.
- Use Salesforce and performance data to track KPIs, identify trends, improve forecast accuracy, and drive accountability.
- Collaborate with Marketing, Customer Success, Solutions Engineering, and other cross-functional partners to improve customer experience and accelerate revenue growth.
- Foster a supportive, challenging, and motivating environment for team members.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
