<p><strong>The Opportunity</strong></p> <p>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.</p> <p>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.</p> <p>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.</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>Lead, coach, and develop a team of Account Executives, driving consistent quota attainment, pipeline generation, and revenue growth.</li> <li>Build a high-performance culture grounded in clear expectations, accountability, continuous feedback, and recognition.</li> <li>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.</li> <li>Own team performance, proactively identifying gaps, delivering actionable feedback, and developing plans to improve individual and team results.</li> <li>Drive outbound prospecting and pipeline generation, helping the team build and maintain a healthy, predictable pipeline.</li> <li>Establish consistent operating rhythms, including pipeline reviews, deal inspections, forecasting, and regular coaching sessions.</li> <li>Partner with the Senior Director of Sales to implement sales strategies, improve processes, and help build a scalable, high-performing sales organization.</li> <li>Leverage sales methodologies, including MEDDPIC, to strengthen qualification, deal execution, and win rates.</li> <li>Support recruiting, onboarding, and ramping new sales talent, helping new hires become productive quickly.</li> <li>Use Salesforce and performance data to track KPIs, identify trends, improve forecast accuracy, and drive accountability.</li> <li>Collaborate closely with Marketing, Customer Success, Solutions Engineering, and other cross-functional partners to improve the customer experience and accelerate revenue growth.</li> <li>Foster an environment where team members feel supported, challenged, and motivated to perform at their best.</li> </ul> <p><strong>What You Bring</strong></p> <ul> <li>6+ years of successful B2B sales experience, ideally in SaaS or a high-growth technology environment.</li> <li>3+ years of experience directly managing and developing a team of quota-carrying sales professionals.</li> <li>Proven track record of consistently achieving or exceeding sales targets, both as an individual contributor and as a sales leader.</li> <li>Demonstrated ability to coach and develop sales talent, improve underperformance, and build high-performing teams.</li> <li>Experience driving outbound prospecting and pipeline generation.</li> <li>Strong understanding of sales methodologies, including MEDDPIC, pipeline management, forecasting, and deal execution.</li> <li>Highly hands-on leadership style, with a passion for coaching through live calls, deal reviews, and ongoing feedback.</li> <li>Strong analytical skills and the ability to use sales data to identify opportunities and drive performance improvements.</li> <li>Experience with Salesforce CRM and sales productivity tools.</li> <li>Excellent communication, interpersonal, and problem-solving skills.</li> <li>A builder's mindset — comfortable with ambiguity, energized by change, and willing to help create and improve processes rather than simply follow established ones.</li> <li>A collaborative, results-oriented leadership style with a strong sense of ownership and accountability.</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 & Accommodat