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 building and scaling its sales organization. Reporting to the Senior Director of Sales, this leader will strengthen sales execution, develop a high-performing team, and help establish the processes and operating rhythms needed to scale. The role is suited to a leader who thrives in a fast-paced, high-growth environment, coaches in real time, and turns strategy into results. The position follows a hybrid schedule, with three days per week in one of Otter.ai's Bay Area offices. Otter.ai makes meeting conversations more valuable through AI-powered transcription, summarization, and collaboration tools. Its product turns in-person and virtual meetings into accessible, collaborative, actionable data. The company reports that more than 1 billion meetings have been transcribed and is backed by early investors in Google, DeepMind, Zoom, and Tesla. Otter.ai is an equal opportunity employer and provides reasonable accommodations to qualified applicants during hiring.
Requirements
- At least 6 years of successful B2B sales experience, ideally in SaaS or a high-growth technology environment.
- At least 3 years of direct experience managing and developing quota-carrying sales professionals.
- A proven record of achieving or exceeding sales targets as both an individual contributor and a 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, including MEDDPIC, pipeline management, forecasting, and deal execution.
- Hands-on leadership style and enthusiasm 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 and change, and willingness to create and improve processes.
- Collaborative, results-oriented leadership style with a strong sense of ownership and accountability.
Responsibilities
- Lead, coach, and develop Account Executives to drive quota attainment, pipeline generation, and revenue growth.
- Build a high-performance team culture based on clear expectations, accountability, continuous feedback, and recognition.
- Coach sales representatives through customer calls, deal reviews, discovery, objection handling, and complex sales cycles.
- Monitor team performance, identify gaps, provide actionable feedback, and create plans to improve individual and team results.
- Drive outbound prospecting and help the team build and maintain a healthy, predictable pipeline.
- Establish operating rhythms for pipeline reviews, deal inspections, forecasting, and coaching.
- Partner with the Senior Director of Sales to implement sales strategies, improve processes, and scale the sales organization.
- Apply sales methodologies, including MEDDPIC, to improve 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 revenue growth.
- Foster an environment where team members feel supported, challenged, and motivated.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
