--- title: 'Senior Manager, Sales Enablement at Otter.ai' canonical: 'https://feeny.ai/job/senior-manager-sales-enablement-otter-ai-san-francisco-zr18v63q7ss8' type: 'job' last_seen: '2026-09-07' --- # Senior Manager, Sales Enablement at Otter.ai - **Company:** Otter.ai - **Location:** San Francisco, CA - **Posted:** 2026-01-26 - **Last confirmed live:** 2026-09-07 - **Apply:** https://otter.ai/careers?gh_jid=7602523003 ## Job description The opportunity We are seeking a hands-on Senior Manager, Sales Enablement to support Otter’s revenue organization as we scale our Enterprise platform. This is a player-coach role, balancing strategy with execution - building and launching the enablement foundation while directly supporting revenue leadership and team needs. You will partner closely with Sales, Customer Success, Product Marketing, and Product to help the field articulate Otter’s value in enterprise workflows, security/compliance environments, and mission-critical collaboration. ## Your impact - Partner with GTM leadership to define the enablement strategy that supports Otter’s Enterprise and AI platform motion. - Design and deliver new hire onboarding and continuous learning programs that increase ramp speed and field readiness for both Sales and Customer Success teams. - Build content and sales assets rooted in Otter’s value proposition, including playbooks, pitch narratives and decks, demo flows, persona messaging, and competitive positioning. - Translate AI features, roadmap updates, and technical capabilities (speech models, summarization, security, provisioning, RBAC, integrations) into clear business outcomes for CIO, CISO, Ops, and Legal buyers. - Support live opportunities through deal coaching, win reviews, objection handling, and competitive strategy - especially in large enterprise cycles. - Create a consistent demo and proof process that highlights Otter’s differentiated AI experience, collaboration workflows, and security/compliance readiness. - Collaborate with Product Marketing and Product to ensure field teams are equipped with roadmap insight, launch playbooks, and vertical use cases. - Partner with RevOps to connect pipeline insights, win/loss patterns, forecast discipline, and stage conversions to targeted training initiatives. - Facilitate enablement sessions, role-plays, and “win clinics” that build capabilities in discovery, persona alignment, and value engineering. - Maintain a central content system (battlecards, pitch decks, talk tracks, certification frameworks) that reflects Otter’s evolving platform and competitive landscape. - Act as the voice of the field back to leadership — surfacing buyer signals, integration asks, compliance blockers, and competitive motions to inform GTM and product direction. We're looking for someone who - Bachelor’s degree in Business or a related field; MBA is a plus. - 5+ years in sales enablement, enterprise sales, product marketing, or similar GTM roles. - Experience enabling Enterprise SaaS sales teams; familiarity with AI/ML or security/compliance-sensitive products strongly preferred. - Strong understanding of enterprise buyers, multi-persona selling, and procurement/security evaluation cycles (SOC2, HIPAA, ISO, etc.). - Demonstrated success building enablement programs that improve win rates, forecast accuracy, and new hire ramp. - Hands-on content builder who can create onboarding programs, playbooks, value frameworks, and differentiated messaging - not just manage vendors. - Skilled facilitator who can coach AEs, SDRs, SEs, and Revenue managers in live environments. - Metrics-driven, comfortable with pipeline analysis, win/loss, and conversion data tied to enablement priorities. - Proficient with revenue tooling (Salesforce, Gong, Outreach, CMS/LMS, competitive intel tools). - Thrives in a fast-moving environment where product, narrative, and GTM tactics evolve quickly. ## About Otter.ai We are in the business of shaping the future of work. Our mission is to make conversations more valuable. With over 1B meetings transcribed, [Otter.ai](http://otter.ai/) 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. 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. Accessibility & Accommodations Otter.ai is committed to providing reasonable accommodations for candidates with disabilities in our hiring process.  If you need assistance or an accommodation during any stage of the recruitment process, please contact hr@otter.ai at least 3 business days before your interview. Otter.ai does not accept unsolicited resumes from 3rd party recruitment agencies without a written agreement in place for permanent placements. Any resume or other candidate information submitted outside of established candidate submission guidelines (including through our website or via email to any Otter.ai employee) and without a written agreement otherwise will be deemed to be our sole property, and no fee will be paid should we hire the candidate. Salary Range Salary range: $185,000 to $210,000 USD per year. This salary range represents the low and high end of the estimated salary range for this position. The actual base salary offered for the role is dependent on several factors. Our base salary is just one component of a comprehensive total rewards package. #LI-Hybrid ## About Otter.ai ## Core Business - **Primary industry/industries**: AI-powered meeting transcription and productivity software - **Target customers**: B2B – enterprises, teams, sales, recruiting, education, and media professionals - **Mission or purpose statement**: “Create smarter tools that free people up to do their best work.” ## Products & Services - **Otter Meeting Agent**: AI notetaker that joins meetings, records conversations, provides live transcription (multi-language), automated summaries, action items, and insights. Available as a desktop app (Mac/Windows) and mobile. Integrates with CRM, calendar, and can be queried via Otter AI Chat. - **Otter SDR Agent**: Handles live demos and booked meetings directly from a company’s website. - **Otter Recruiting Agent**: Provides real-time interview assistance, structured candidate insights, and automated follow-ups. - **Otter for Education**: Tailored transcription and note-taking for classroom or lecture settings. - **Otter for Media**: Optimized for content creation and media workflows. - **Otter AI Chat / MCP Server**: Connects meeting knowledge to AI chat tools like ChatGPT and Claude for deeper analysis and workflow automation. ## Market Standing - **Valuation/Market Cap**: Not publicly disclosed - **Key Metrics**: - Annual Revenue: $12.9M (estimated) - Total Funding: $73M - Headcount: 202 employees (+14.6% YoY) - **Notable Investors/Partners**: Spectrum Equity, Omega Venture Partners (lead Series B), Horizons Ventures, Draper Associates, DFJ DragonFund - **Growth Signals**: - 14.6% headcount growth year-over-year - 30 active job postings (up 36.4% monthly, 57.9% quarterly) - Expanding product lineup with specialized AI agents (SDR, Recruiting) - Operating in 7 countries (US, Canada, UK, Philippines, Vietnam, Brazil, India) ## Competitive Advantages - **Real-time, multi-language transcription** with speaker recognition and automated summaries – differentiates from basic recording tools. - **Enterprise-grade security and governance** (compliance controls, data governance). - **Integrated AI chat** that surfaces meeting knowledge across connected apps (CRM, MCP Server). - **Specialized agents** (SDR, Recruiting) that automate workflows beyond note-taking. - **High user satisfaction** (4.6/5 product rating) and strong employer brand (4.5/5 on Glassdoor, Great Place to Work certified). ## Strategic Focus - Scaling AI capabilities beyond transcription into proactive meeting intelligence and workflow automation. - Expanding enterprise adoption with tailored agents for sales, recruiting, and education. - Deepening integrations with CRM and AI chat ecosystems (ChatGPT, Claude) to become a “Conversational Knowledge Engine.” - Growing headcount and hiring across engineering, product, sales, marketing, and data science. ## Why Work Here - **Hybrid work model**: Mix of in-office (Mountain View and San Francisco) and remote days; quarterly Bay Area gatherings. - **Compensation**: Highly competitive salaries, equity option packages, 401(k) plan. - **Time off**: Minimum 15 days PTO, 18 weeks maternity leave, 8 weeks paternity leave. - **Health & wellness**: Comprehensive medical, dental, vision, life insurance, disability from day one. - **Office perks**: Free parking, pet-friendly, on-site fitness center, putting green, bocce court, unlimited snacks. - **Culture**: Values include Be Authentic, Think Team, Create Delight, Build Fast, Push Limits. High employee satisfaction (4.5/5 on Glassdoor) and Great Place to Work certified. - **Engineering culture**: Strong technical talent pool (alumni from Google, Meta, Apple, Uber, AWS); 104 employees in technical roles (37% of workforce). ## Sources 1. [otter.ai (main site)](https://otter.ai/) 2. [otter.ai careers page](https://home.otter.ai/careers) 3. [LinkedIn company page](https://www.linkedin.com/company/otter-ai) 4. [Indeed company profile](https://www.indeed.com/cmp/Otter.ai) ## Other roles at Otter.ai - [Head of Brand & Storytelling](https://feeny.ai/job/head-of-brand-storytelling-otter-ai-mountain-view-5xgn38h5cp4g) — Mountain View, CA / San Francisco, CA - [Senior People Operations Partner](https://feeny.ai/job/senior-people-operations-partner-otter-ai-mountain-view-xn8fnf3pqte2) — Mountain View, CA - [Senior Applied Scientist, Speech](https://feeny.ai/job/senior-applied-scientist-speech-otter-ai-mountain-view-x076bttmnk8j) — Mountain View, CA - [Senior Data Engineer](https://feeny.ai/job/senior-data-engineer-otter-ai-mountain-view-6tpbnd4r7qek) — Mountain View, CA - [Account Executive, Higher Education](https://feeny.ai/job/account-executive-higher-education-otter-ai-san-francisco-9f9zrr3qxdmg) — San Francisco, CA - [Software Engineer, AI Agent & LLM](https://feeny.ai/job/software-engineer-ai-agent-llm-otter-ai-mountain-view-3zdqcxnm8800) — Mountain View, CA - [Senior Software Engineer, AI Agent & LLM](https://feeny.ai/job/senior-software-engineer-ai-agent-llm-otter-ai-mountain-view-61x0wsgq1ksq) — Mountain View, CA - [Senior Solution Architect](https://feeny.ai/job/senior-solution-architect-otter-ai-mountain-view-qnsafvy4xncg) — Mountain View, CA - [Senior Analyst, GTM Systems](https://feeny.ai/job/senior-analyst-gtm-systems-otter-ai-san-francisco-1et4rqv9xvts) — San Francisco, CA - [Sales Development Representative](https://feeny.ai/job/sales-development-representative-otter-ai-phoenix-arizona-5e5w8kjvzfwf) — Phoenix Arizona, United States