Senior Director of Sales

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

Job summary

Otter.ai is seeking a dynamic Senior Director of Sales to build and scale our sales organization through its next growth phase. This hands-on leader will guide Sales managers and ICs, shaping structure, processes, and high‑performance culture while actively coaching deals and accelerating revenue.

The role is hybrid with three in-office days in the Bay Area. The candidate will own execution, drive quota attainment, and collaborate cross-functionally with Marketing, CS, Solutions Eng, and

Qualifications

• 10+ years of progressive sales experience leading and scaling teams.
• Proven track record developing future sales leaders.
• Experience in high-growth SaaS or tech environments.
• Consistent revenue growth and targets exceeded.
• Experience building outbound motions and scalable pipeline.
• Deep knowledge of forecasting, pipeline management, MEDDPIC.

Responsibilities

• Scale the sales organization, establishing operating rhythms for sustainable revenue growth.
• Lead and develop Sales managers and individual contributors, building leadership capability and accountability.
• Own sales execution and performance across the team, driving quota attainment and pipeline growth.
• Assess capabilities, identify talent gaps, and shape hiring, team structure and leadership needs.
• Establish clear performance expectations, KPIs, forecasting discipline, and accountability.
• Develop and execute effective outbound sales strategies to drive pipeline and new opportunities.
• Coaching involvement in deals, reviews, and negotiation strategy improvements.
• Build scalable onboarding, training, and enablement programs to accelerate ramp time.

Skills

Sales leadership

Forecasting

MEDDPIC

Coaching

Analytical

Cross-functional collaboration

Hiring & development

Strategic & tactical

Outbound sales

People management

Tools

Salesforce

Job description

The Opportunity

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. This is a build opportunity 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. 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. This role follows a hybrid work schedule, with three days per week in one of our Bay Area offices.

What You'll Do

• Scale the sales organization, establishing the operating rhythms needed to support sustainable revenue growth.
• Lead and develop Sales managers and individual contributors, building leadership capability, strengthening accountability, and creating a culture of high performance.
• Own sales execution and performance across the team, driving consistent quota attainment, pipeline generation, and revenue growth.
• Assess organizational capabilities, identify talent gaps, and help shape hiring, team structure, and future leadership needs.
• Establish clear performance expectations, KPIs, forecasting discipline, and accountability across the organization.
• Develop and execute effective outbound sales strategies to drive pipeline creation and new business opportunities.
• Take a hands‑on approach to coaching, including joining customer calls, reviewing deals, strengthening negotiation strategies, and improving sales execution.
• Build scalable onboarding, training, and enablement programs that accelerate ramp time and improve sales productivity.
• Implement and reinforce effective sales methodologies, including MEDDPIC, to improve qualification, pipeline quality, and deal execution.
• Partner closely with Marketing, Customer Success, Solutions Engineering, Product, and other cross‑functional leaders to strengthen go‑to‑market execution.
• Leverage Salesforce and sales performance data to improve visibility, operational efficiency, and forecast accuracy.

What You Bring

• 10+ years of progressive sales experience, including significant experience leading and scaling high‑performing sales teams.
• Proven experience leading both Sales managers and individual contributors, with a track record of developing future leaders.
• Demonstrated success building or transforming sales organizations, ideally in a high‑growth SaaS or technology environment.
• Strong track record of consistently delivering revenue growth and exceeding sales targets.
• Experience building successful outbound sales motions and scalable pipeline generation programmes.
• Deep understanding of sales execution, forecasting, pipeline management, and methodologies such as MEDDPIC.
• Strong coaching instincts and a willingness to get directly involved in deals, customer conversations, and team development.
• Experience recruiting, developing, and retaining high‑performing sales talent.
• Highly analytical, with the ability to translate performance data into clear priorities and actionable improvements.
• A builder's mindset — resourceful, adaptable, comfortable with ambiguity, and energized by the opportunity to create rather than inherit.
• Strong communication skills, and the ability to partner cross functionally.

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 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 organisations. 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.

• 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.

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 [e-mail] at least 3 business days before your interview.

Salary Range

OTE range: $330,000 - 380,000 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.