Senior Sales Manager

<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 be