Sales Growth Leader - Build & Scale SaaS Hybrid

Otter.ai; San Francisco (CA); Hybrid; USD 330,000 - 380,000; Full time

Job summary

Otter.ai in San Francisco is seeking a Senior Director of Sales to build and scale our sales organization through its next growth phase. You will lead a team of sales managers and ICs, shape structure, processes, and elevate execution across the revenue engine, balancing strategic planning with hands-on deal coaching.

This hybrid role requires 10+ years leading SaaS sales, a track record of revenue growth, mastery of MEDDPIC, and ability to recruit, develop, and retain top talent.

Qualifications

• 10+ years of progressive sales leadership experience.
• Proven track record building and scaling high-performing SaaS sales teams.
• Experience coaching deals and driving revenue growth with MEDDPIC.

Responsibilities

• Scale the sales organization and establish operating rhythms for growth.
• Lead and develop Sales managers and ICs, building leadership capability.
• Own sales execution, quota attainment, and pipeline growth.
• Shape hiring, team structure, and future leadership needs.
• Set performance expectations, KPIs, forecasting discipline, and accountability.
• Develop outbound sales strategies to drive pipeline and new business.
• Coaching involvement in deals, customer calls, and negotiations.
• Build onboarding, training, and enablement programs to speed ramp.
• Implement MEDDPIC and other sales methodologies for best practice.
• Partner with Marketing, CS, Solutions Eng, Product to go-to-market.

Skills

Sales leadership

Team development

Forecasting

MEDDPIC

Outbound sales

Pipeline management

Coaching

Cross-functional partnership

Analytical thinking

Sales strategy

Salesforce

Tools

Salesforce

Job description

Otter.ai in San Francisco is seeking a Senior Director of Sales to build and scale our sales organization through its next growth phase. You will lead a team of sales managers and ICs, shape structure, processes, and elevate execution across the revenue engine, balancing strategic planning with hands-on deal coaching.

This hybrid role requires 10+ years leading SaaS sales, a track record of revenue growth, mastery of MEDDPIC, and ability to recruit, develop, and retain top talent.