Senior Sales Manager, Otter.ai
$260-300k
OTE
3 days a week in office
AI notetaker, transcription & insights
Be an early applicant
AI notetaker, transcription & insights
201-500 employees
Be an early applicant
$260-300k
OTE
3 days a week in office
201-500 employees
Company mission
To create smarter tools that free people up to do their best work.
Role
Who you are
- We're looking for a leader who isn't afraid to roll up their sleeves — someone who leads from the front, coaches in real time, and knows how to turn strategy into results
- 6+ years of successful B2B sales experience, ideally in SaaS or a high-growth technology environment
- 3+ years of experience directly managing and developing a team of quota-carrying sales professionals
- Proven track record of consistently achieving or exceeding sales targets, both as an individual contributor and as 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
- Highly hands-on leadership style, with a passion for coaching through live calls, deal reviews, and ongoing feedback
- Strong analytical skills and the ability to use sales data to identify opportunities and drive performance improvements
- Experience with Salesforce CRM and sales productivity tools
- Excellent communication, interpersonal, and problem-solving skills
- A builder's mindset — comfortable with ambiguity, energized by change, and willing to help create and improve processes rather than simply follow established ones
- A collaborative, results-oriented leadership style with a strong sense of ownership and accountability
What the job involves
- Otter.ai is looking for a driven, hands-on Sales Manager to lead and develop a team of Account Executives as we build and scale our sales organization
- This is an exciting opportunity for a sales leader who thrives in a fast-paced, high-growth environment and is passionate about developing talent, driving results, and building a culture of accountability and high performance
- Reporting to the Senior Director of Sales, you'll play a key role in strengthening our sales execution, developing a high-performing team, and helping establish the processes and operating rhythms needed to scale
- Lead, coach, and develop a team of Account Executives, driving consistent quota attainment, pipeline generation, and revenue growth
- Build a high-performance culture grounded in clear expectations, accountability, continuous feedback, and recognition
- Take a hands-on approach to sales coaching, including joining customer calls, reviewing deals, strengthening discovery and objection handling, and helping reps navigate complex sales cycles
- Own team performance, proactively identifying gaps, delivering actionable feedback, and developing plans to improve individual and team results
- Drive outbound prospecting and pipeline generation, helping the team build and maintain a healthy, predictable pipeline
- Establish consistent 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 help build a scalable, high-performing sales organization
- Leverage sales methodologies, including MEDDPIC, to strengthen qualification, deal execution, and win rates
- Support recruiting, onboarding, and ramping new sales talent, helping new hires become productive quickly
- Use Salesforce and performance data to track KPIs, identify trends, improve forecast accuracy, and drive accountability
- Collaborate closely with Marketing, Customer Success, Solutions Engineering, and other cross-functional partners to improve the customer experience and accelerate revenue growth
- Foster an environment where team members feel supported, challenged, and motivated to perform at their best
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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