--- title: 'Senior Sales Manager at Otter.ai' canonical: 'https://feeny.ai/job/senior-sales-manager-otter-ai-san-francisco-93gzfxxxsmvp' type: 'job' last_seen: '2026-11-02' --- # Senior Sales Manager at Otter.ai - **Company:** Otter.ai - **Location:** San Francisco, CA - **Posted:** 2026-10-22 - **Last confirmed live:** 2026-11-02 - **Apply:** https://otter.ai/careers?gh_jid=8040214003 ## Job description The Opportunity 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. ## What You'll Do - 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. - Support recruiting, onboarding, and ramping new sales talent, helping new hires become productive quickly. - Use Salesforce and performance data to track KPIs, identify trends, improve forecast accuracy, and drive accountability. - Collaborate closely with Marketing, Customer Success, Solutions Engineering, and other cross-functional partners to improve the customer experience and accelerate revenue growth. - Foster an environment where team members feel supported, challenged, and motivated to perform at their best. ## What You Bring - 6+ years of successful B2B sales experience, ideally in SaaS or a high-growth technology environment. - 3+ years of experience directly managing and developing a team of quota-carrying sales professionals. - Proven track record of consistently achieving or exceeding sales targets, both as an individual contributor and as a 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 a passion for coaching through live calls, deal reviews, and ongoing feedback. - Strong analytical skills and the 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. - A builder's mindset — comfortable with ambiguity, energized by change, and willing to help create and improve processes rather than simply follow established ones. - A collaborative, results-oriented leadership style with a strong sense of ownership and accountability. ## 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 OTE range: $260,000 - 300,000 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 - [Director of AI Research](https://feeny.ai/job/director-of-ai-research-otter-ai-mountain-view-cwy4eg6yhfj5) — Mountain View, CA - [Senior Director of Sales](https://feeny.ai/job/senior-director-of-sales-otter-ai-san-francisco-2at2csj1f1c8) — San Francisco, CA - [Software Engineer, Front-End (New Grad)](https://feeny.ai/job/software-engineer-front-end-new-grad-otter-ai-mountain-view-b8xkrme64zfq) — Mountain View, CA - [Senior Software Engineer, Frontend](https://feeny.ai/job/senior-software-engineer-frontend-otter-ai-mountain-view-7383md70hts8) — Mountain View, CA - [Software Engineer, Frontend](https://feeny.ai/job/software-engineer-frontend-otter-ai-mountain-view-3fx2mka8c50a) — Mountain View, CA - [Engineering Director, Infrastructure](https://feeny.ai/job/engineering-director-infrastructure-otter-ai-mountain-view-xk4qv9phsmta) — Mountain View, CA - [Head of Brand & Storytelling](https://feeny.ai/job/head-of-brand-storytelling-otter-ai-san-francisco-5xgn38h5cp4g) — 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