Senior Manager of Sales Enablement

Otter.ai; San Francisco (CA); Hybrid; USD 150,000 - 210,000; Full time

Benefits offered by this job

Hybrid office option (SF/Mountain View

Health and wellness benefits

PTO 15 days + parental leave

401(k) plan

Job summary

Otter.ai is seeking a hands-on Senior Manager, Sales Enablement to scale the Enterprise revenue engine. In a player-coach role, you will balance strategy with execution, partnering with Sales, Customer Success, Product Marketing and Product to articulate Otter's value in complex CIO/CISO-led environments.

You will design onboarding and continuous learning programs, build playbooks and demos, and enable field teams with roadmap insights and vertical use cases.

Qualifications

• 5+ years in sales enablement, enterprise sales, product marketing, or similar GTM roles.

Responsibilities

• Design and deliver onboarding and continuous learning programs to speed ramp and field readiness for Sales and Customer Success.
• Build content and assets: playbooks, pitch decks, demo flows, messaging, and competitive positioning.
• Provide live deal coaching, win reviews, objection handling, and competitive strategy for large enterprise cycles.
• Maintain a central content system (battlecards, talk tracks, certification frameworks) reflecting Otter's platform and competitive landscape.
• Collaborate with Product Marketing and Product to supply roadmap insight, launch playbooks, and vertical use cases.
• Partner with RevOps to align pipeline insights with targeted training initiatives.

Skills

Sales enablement

Enterprise sales

GTM strategy

Deal coaching

Content creation

Training design

Education

Bachelor's degree in Business or related field

MBA

Tools

Salesforce

Gong

Outreach

CMS/LMS

Job description

• We are seeking a hands-on Senior Manager, Sales Enablement to support Otter's revenue organization as we scale our Enterprise platform
• This is a player-coach role, balancing strategy with execution - building and launching the enablement foundation while directly supporting revenue leadership and team needs
• You will partner closely with Sales, Customer Success, Product Marketing, and Product to help the field articulate Otter's value in enterprise workflows, security/compliance environments, and mission-critical collaboration
• Partner with GTM leadership to define the enablement strategy that supports Otter's Enterprise and AI platform motion
• Design and deliver new hire onboarding and continuous learning programs that increase ramp speed and field readiness for both Sales and Customer Success teams
• Build content and sales assets rooted in Otter's value proposition, including playbooks, pitch narratives and decks, demo flows, persona messaging, and competitive positioning
• Translate AI features, roadmap updates, and technical capabilities (speech models, summarization, security, provisioning, RBAC, integrations) into clear business outcomes for CIO, CISO, Ops, and Legal buyers
• Support live opportunities through deal coaching, win reviews, objection handling, and competitive strategy - especially in large enterprise cycles
• Create a consistent demo and proof process that highlights Otter's differentiated AI experience, collaboration workflows, and security/compliance readiness
• Collaborate with Product Marketing and Product to ensure field teams are equipped with roadmap insight, launch playbooks, and vertical use cases
• Partner with RevOps to connect pipeline insights, win/loss patterns, forecast discipline, and stage conversions to targeted training initiatives
• Facilitate enablement sessions, role-plays, and "win clinics" that build capabilities in discovery, persona alignment, and value engineering
• Maintain a central content system (battlecards, pitch decks, talk tracks, certification frameworks) that reflects Otter's evolving platform and competitive landscape
• Act as the voice of the field back to leadership - surfacing buyer signals, integration asks, compliance blockers, and competitive motions to inform GTM and product direction

Benefits

• Compensation: With highly competitive salaries and equity option packages, everyone's an owner here.
• Hybrid Working: You can mix and match working from our Mountain View or San Francisco office, plus a couple days from home.
• Social Gatherings: Quarterly gatherings in the Bay Area for some team real fun and authentic connection.
• Health and Wellness: Comprehensive medical, dental, vision, life insurance, disability, and wellness benefits that start the first day you do.
• PTO: Start with a minimum of 15 days of paid time off, plus up to 18 weeks for maternity leave and 8 weeks for paternity leave.
• 401(k): Plans to help meet your retirement goals because we care about your future.

• Skilled facilitator who can coach AEs, SDRs, SEs, and Revenue managers in live environments
• 5+ years in sales enablement, enterprise sales, product marketing, or similar GTM roles
• Proficient with revenue tooling (Salesforce, Gong, Outreach, CMS/LMS, competitive intel tools)
• Experience enabling Enterprise SaaS sales teams; familiarity with AI/ML or security/compliance-sensitive products strongly preferred
• Metrics-driven, comfortable with pipeline analysis, win/loss, and conversion data tied to enablement priorities
• Demonstrated success building enablement programs that improve win rates, forecast accuracy, and new hire ramp
• Bachelor's degree in Business or a related field; MBA is a plus
• Hands-on content builder who can create onboarding programs, playbooks, value frameworks, and differentiated messaging - not just manage vendors
• Strong understanding of enterprise buyers, multi-persona selling, and procurement/security evaluation cycles (SOC2, HIPAA, ISO, etc.)
• Thrives in a fast-moving environment where product, narrative, and GTM tactics evolve quickly