Senior Manager of Sales Enablement, Otter.ai
$185-210k
AI notetaker, transcription & insights
Job no longer available
AI notetaker, transcription & insights
201-500 employees
Job no longer available
$185-210k
201-500 employees
Company mission
To create smarter tools that free people up to do their best work.
Role
Who you are
- Bachelor’s degree in Business or a related field; MBA is a plus
- 5+ years in sales enablement, enterprise sales, product marketing, or similar GTM roles
- Experience enabling Enterprise SaaS sales teams; familiarity with AI/ML or security/compliance-sensitive products strongly preferred
- Strong understanding of enterprise buyers, multi-persona selling, and procurement/security evaluation cycles (SOC2, HIPAA, ISO, etc.)
- Demonstrated success building enablement programs that improve win rates, forecast accuracy, and new hire ramp
- Hands-on content builder who can create onboarding programs, playbooks, value frameworks, and differentiated messaging - not just manage vendors
- Skilled facilitator who can coach AEs, SDRs, SEs, and Revenue managers in live environments
- Metrics-driven, comfortable with pipeline analysis, win/loss, and conversion data tied to enablement priorities
- Proficient with revenue tooling (Salesforce, Gong, Outreach, CMS/LMS, competitive intel tools)
- Thrives in a fast-moving environment where product, narrative, and GTM tactics evolve quickly
What the job involves
- We are seeking a hands-on Senior Manager, Sales Enablement to support Otter’s revenue organization as we scale our Enterprise platform
- This is a player-coach role, balancing strategy with execution - building and launching the enablement foundation while directly supporting revenue leadership and team needs
- You will partner closely with Sales, Customer Success, Product Marketing, and Product to help the field articulate Otter’s value in enterprise workflows, security/compliance environments, and mission-critical collaboration
- Partner with GTM leadership to define the enablement strategy that supports Otter’s Enterprise and AI platform motion
- Design and deliver new hire onboarding and continuous learning programs that increase ramp speed and field readiness for both Sales and Customer Success teams
- Build content and sales assets rooted in Otter’s value proposition, including playbooks, pitch narratives and decks, demo flows, persona messaging, and competitive positioning
- Translate AI features, roadmap updates, and technical capabilities (speech models, summarization, security, provisioning, RBAC, integrations) into clear business outcomes for CIO, CISO, Ops, and Legal buyers
- Support live opportunities through deal coaching, win reviews, objection handling, and competitive strategy - especially in large enterprise cycles
- Create a consistent demo and proof process that highlights Otter’s differentiated AI experience, collaboration workflows, and security/compliance readiness
- Collaborate with Product Marketing and Product to ensure field teams are equipped with roadmap insight, launch playbooks, and vertical use cases
- Partner with RevOps to connect pipeline insights, win/loss patterns, forecast discipline, and stage conversions to targeted training initiatives
- Facilitate enablement sessions, role-plays, and “win clinics” that build capabilities in discovery, persona alignment, and value engineering
- Maintain a central content system (battlecards, pitch decks, talk tracks, certification frameworks) that reflects Otter’s evolving platform and competitive landscape
- Act as the voice of the field back to leadership — surfacing buyer signals, integration asks, compliance blockers, and competitive motions to inform GTM and product direction
Our take
Otter specifically thought of business professionals who are running from one meeting to the next, while juggling multiple projects with various teams. The company's technology integrates with platforms like Zoom, providing a way to record meetings and convert speech to text in real-time. It then streamlines communications for smarter, more collaborative, and more productive meetings—the first use of conversational AI to turn meetings into an actionable workflow.
This allows people to benefit from captioning, as well as teams to have a written record of the conversation, which can be edited and shared. Its AI can also highlight and comment on important sections of a meeting transcript, and automatically tag action items. In addition to businesses, students and universities – including UCLA, Tulane, and Western Kentucky – use the tool to increase accessibility.
The platform is used in more than 230 countries and has transcribed over 100 million meetings. Otter is far from alone in the audio transcription market, estimated to be worth nearly $41.89 billion by 2030, with Google’s free transcription tool posing a potential threat, as well as competitors such as Rev.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
27% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Feb 2021
$10m
CONVERTIBLE
Feb 2021
$40m
SERIES B
Total funding: $73m
Company benefits
- Compensation: With highly competitive salaries and equity option packages, everyone's an owner here.
- Hybrid Working: You can mix and match working from our Mountain View or San Francisco office, plus a couple days from home.
- Social Gatherings: Quarterly gatherings in the Bay Area for some team real fun and authentic connection.
- Health and Wellness: Comprehensive medical, dental, vision, life insurance, disability, and wellness benefits that start the first day you do.
- PTO: Start with a minimum of 15 days of paid time off, plus up to 18 weeks for maternity leave and 8 weeks for paternity leave.
- 401(k): Plans to help meet your retirement goals because we care about your future.
Company HQ
Old Mountain View, Mountain View, CA
Leadership
Sam Liang
(Co-Founder & CEO)Earned a PhD from Stanford and then joined Cisco as a Senior Software Engineer. Worked as a Tech Lead at Google and is a member of the Forbes Technology Council.
Yun Fu
(Co-Founder & CTO)Has a PhD in Computer Science from Duke. Worked as Yahoo's Principal Software Engineer and was Head of Infrastructure at Particle Media.
Salary benchmarks
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