Senior Director of Sales

<p><strong>The Opportunity</strong></p> <p>Otter.ai is looking for a dynamic, hands-on Senior Director of Sales to help build and scale our sales organization through its next phase of growth.</p> <p>This is a <strong>build opportunity</strong> for an experienced sales leader who thrives in a fast-paced environment and enjoys creating structure, developing talent, and driving results. You'll lead a team of Sales managers and individual contributors, with the opportunity to shape the team's structure, scalable processes, and raise the bar for sales execution.</p> <p>We're looking for a leader who can operate both strategically and tactically — someone equally comfortable developing sales leaders, building a high-performing organization, and rolling up their sleeves to coach deals, improve execution, and accelerate revenue growth.</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>Scale the sales organization, establishing the operating rhythms needed to support sustainable revenue growth.</li> <li>Lead and develop Sales managers and individual contributors, building leadership capability, strengthening accountability, and creating a culture of high performance.</li> <li>Own sales execution and performance across the team, driving consistent quota attainment, pipeline generation, and revenue growth.</li> <li>Assess organizational capabilities, identify talent gaps, and help shape hiring, team structure, and future leadership needs.</li> <li>Establish clear performance expectations, KPIs, forecasting discipline, and accountability across the organization.</li> <li>Develop and execute effective outbound sales strategies to drive pipeline creation and new business opportunities.</li> <li>Take a hands-on approach to coaching, including joining customer calls, reviewing deals, strengthening negotiation strategies, and improving sales execution.</li> <li>Build scalable onboarding, training, and enablement programs that accelerate ramp time and improve sales productivity.</li> <li>Implement and reinforce effective sales methodologies, including MEDDPIC, to improve qualification, pipeline quality, and deal execution.</li> <li>Partner closely with Marketing, Customer Success, Solutions Engineering, Product, and other cross-functional leaders to strengthen go-to-market execution.</li> <li>Leverage Salesforce and sales performance data to improve visibility, operational efficiency, and forecast accuracy.</li> </ul> <p><strong>What You Bring</strong></p> <ul> <li>10+ years of progressive sales experience, in