Hands-On Senior Sales Manager — Hybrid Leader

otterai; San Francisco (CA); Hybrid; USD 180,000 - 240,000; Full time

Job summary

Otter.ai is seeking a driven Sales Manager to lead and develop a team of Account Executives in a fast-growth Hybrid Bay Area setting. You will coach, accelerate quota attainment, and refine outbound strategies while partnering with Marketing and Customer Success to scale revenue.

You'll own pipeline generation, use MEDDPIC to tighten qualification, and provide hands-on deal reviews and live coaching; success hinges on hiring, ramping, and building a high-performing culture.

Qualifications

• 6+ years of B2B SaaS sales experience with a track record of hitting targets.
• 3+ years managing and developing a team of quota-carrying reps.
• Strong coaching, real-time feedback, and hands-on leadership.
• Experience with MEDDPIC, forecasting, and pipeline management.
• Proficiency with Salesforce and sales productivity tools.
• Data-driven approach to improve wins and accountability.

Responsibilities

• Lead, coach, and develop Account Executives to attain quotas and grow revenue.
• Cultivate a high-performance culture with clear expectations and feedback.
• Co-sell with cross-functional partners to accelerate revenue growth.
• Join calls, review deals, and strengthen discovery and objection handling.
• Own team performance, identify gaps, and implement improvement plans.
• Drive outbound prospecting and maintain a healthy pipeline.
• Establish pipeline reviews, deal inspections, forecasting, and coaching.
• Support recruiting, onboarding, and ramping new sales talent.
• Use Salesforce data to monitor KPIs and forecast accuracy.
• Collaborate with Marketing, Customer Success, Solutions Engineering.
• Turn strategy into actionable field leadership and coaching.

Skills

Leadership

Coaching

MEDDPIC

Quota attainment

Pipeline generation

SaaS sales

Tools

Salesforce

Job description

Otter.ai is seeking a driven Sales Manager to lead and develop a team of Account Executives in a fast-growth Hybrid Bay Area setting. You will coach, accelerate quota attainment, and refine outbound strategies while partnering with Marketing and Customer Success to scale revenue.

You'll own pipeline generation, use MEDDPIC to tighten qualification, and provide hands-on deal reviews and live coaching; success hinges on hiring, ramping, and building a high-performing culture.