<p><strong>The Opportunity</strong></p> <p>Otter.ai is looking for a dynamic, hands-on Senior Director of Sales to help build and scale our sales organization through its next phase of growth.</p> <p>This is a <strong>build opportunity</strong> for an experienced sales leader who thrives in a fast-paced environment and enjoys creating structure, developing talent, and driving results. You'll lead a team of Sales managers and individual contributors, with the opportunity to shape the team's structure, scalable processes, and raise the bar for sales execution.</p> <p>We're looking for a leader who can operate both strategically and tactically — someone equally comfortable developing sales leaders, building a high-performing organization, and rolling up their sleeves to coach deals, improve execution, and accelerate revenue growth.</p> <p><em><strong>This role follows a hybrid work schedule, with three days per week in one of our Bay Area offices.</strong></em></p> <p><strong>What You'll Do</strong></p> <ul> <li>Scale the sales organization, establishing the operating rhythms needed to support sustainable revenue growth.</li> <li>Lead and develop Sales managers and individual contributors, building leadership capability, strengthening accountability, and creating a culture of high performance.</li> <li>Own sales execution and performance across the team, driving consistent quota attainment, pipeline generation, and revenue growth.</li> <li>Assess organizational capabilities, identify talent gaps, and help shape hiring, team structure, and future leadership needs.</li> <li>Establish clear performance expectations, KPIs, forecasting discipline, and accountability across the organization.</li> <li>Develop and execute effective outbound sales strategies to drive pipeline creation and new business opportunities.</li> <li>Take a hands-on approach to coaching, including joining customer calls, reviewing deals, strengthening negotiation strategies, and improving sales execution.</li> <li>Build scalable onboarding, training, and enablement programs that accelerate ramp time and improve sales productivity.</li> <li>Implement and reinforce effective sales methodologies, including MEDDPIC, to improve qualification, pipeline quality, and deal execution.</li> <li>Partner closely with Marketing, Customer Success, Solutions Engineering, Product, and other cross-functional leaders to strengthen go-to-market execution.</li> <li>Leverage Salesforce and sales performance data to improve visibility, operational efficiency, and forecast accuracy.</li> </ul> <p><strong>What You Bring</strong></p> <ul> <li>10+ years of progressive sales experience, including significant experience leading and scaling high-performing sales teams.</li> <li>Proven experience leading both Sales managers and individual contributors, with a track record of developing future leaders.</li> <li>Demonstrated success building or transforming sales organizations, ideally in a high-growth SaaS or technology environment.</li> <li>Strong track record of consistently delivering revenue growth and exceeding sales targets.</li> <li>Experience building successful outbound sales motions and scalable pipeline generation programs.</li> <li>Deep understanding of sales execution, forecasting, pipeline management, and methodologies such as MEDDPIC.</li> <li>Strong coaching instincts and a willingness to get directly involved in deals, customer conversations, and team development.</li> <li>Experience recruiting, developing, and retaining high-performing sales talent.</li> <li>Highly analytical, with the ability to translate performance data into clear priorities and actionable improvements.</li> <li>A builder's mindset — resourceful, adaptable, comfortable with ambiguity, and energized by the opportunity to create rather than inherit.</li> <li>Strong communication skills, and the ability to partner cross functionally.</li> </ul> <p><strong style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">About Otter.ai </strong></p> <div><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">We are in the business of shaping the future of work. Our mission is to make conversations more valuable. With over 1B meetings transcribed, <a href="http://otter.ai/">Otter.ai</a> is the world’s leading tool for meeting transcription, summarization, and collaboration. Using artificial intelligence, Otter generates real-time automated meeting notes, summaries, and other insights from in-person and virtual meetings - turning meetings into accessible, collaborative, and actionable data that can be shared across teams and organizations. The company is backed by early investors in Google, DeepMind, Zoom, and Tesla.</span> <p><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Otter.ai is an equal opportunity employer. We proudly celebrate diversity and are committed to building an inclusive and accessible workplace. We provide reasonable accommodations for qualified applicants throughout the hiring process. </span></p> <h4><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><strong>Accessibility & Accommodations</strong></span></h4> <span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Otter.ai is committed to providing reasonable accommodations for candidates with disabilities in our hiring process.&