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Salary: USD 260,000 - 300,000 / annual
Otter.ai, the world's leading meeting transcription and collaboration platform (1B+ meetings transcribed), is seeking a Sales Manager to lead and develop a team of Account Executives as the company scales its sales organization.
You will report to the Senior Director of Sales and play a key role in strengthening sales execution, developing high-performing talent, and establishing the processes and operating rhythms needed for growth. This is a hands-on leadership role in a fast-paced, high-growth environment.
Key Responsibilities:
- Lead, coach, and develop a team of Account Executives, driving 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: join customer calls, review deals, strengthen discovery and objection handling, and help reps navigate complex sales cycles
- Own team performance by identifying gaps, delivering actionable feedback, and developing improvement plans
- Drive outbound prospecting and pipeline generation to maintain a healthy, predictable pipeline
- Establish consistent operating rhythms including pipeline reviews, deal inspections, forecasting, and coaching sessions
- Partner with the Senior Director of Sales to implement sales strategies and build a scalable sales organization
- Leverage sales methodologies (MEDDPIC) to strengthen qualification, deal execution, and win rates
- Support recruiting, onboarding, and ramping new sales talent
- Use Salesforce and performance data to track KPIs, identify trends, improve forecast accuracy, and drive accountability
- Collaborate with Marketing, Customer Success, Solutions Engineering, and other cross-functional partners
- Foster an environment where team members feel supported, challenged, and motivated
The role follows a hybrid work schedule with three days per week in Bay Area offices.
Requirements:
- 6+ years of successful B2B sales experience, ideally in SaaS or high-growth technology
- 3+ years of direct management experience developing quota-carrying sales professionals
- Proven track record of consistently achieving or exceeding sales targets as both individual contributor and 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 passion for coaching through live calls, deal reviews, and ongoing feedback
- Strong analytical skills and 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
- Builder's mindset: comfortable with ambiguity, energized by change, willing to create and improve processes
- Collaborative, results-oriented leadership style with strong sense of ownership and accountability
