Otter AI The Senior Sales Manager at Otter AI leads and develops a team of Account Executives to drive quota attainment and revenue growth. This role involves hands-on sales coaching, pipeline generation, and establishing scalable sales processes.
Responsibilities
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. 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.
This role follows a hybrid work schedule, with three days per week in one of our Bay Area offices.
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.
Qualification
Required
6+ years of successful B2B sales experience, ideally in SaaS or high-growth technology
3+ years of experience managing and developing quota-carrying sales professionals
Proven track record of achieving or exceeding sales targets
