Senior Sales Manager

The Opportunity Otter.ai is looking for a driven, hands-on Sales Manager to lead and develop a team of Account Executives as we build and scale our sales organization. This is an exciting opportunity for a sales leader who thrives in a fast-paced, high-growth environment and is passionate about developing talent, driving results, and building a culture of accountability and high performance. Reporting to the Senior Director of Sales, you'll play a key role in strengthening our sales execution, developing a high-performing team, and helping establish the processes and operating rhythms needed to scale. We're looking for a leader who isn't afraid to roll up their sleeves — someone who leads from the front, coaches in real time, and knows how to turn strategy into results. This role follows a hybrid work schedule, with three days per week in one of our Bay Area offices. What You'll Do • Lead, coach, and develop a team of Account Executives, driving consistent quota attainment, pipeline generation, and revenue growth. • Build a high-performance culture grounded in clear expectations, accountability, continuous feedback, and recognition. • Take a hands-on approach to sales coaching, including joining customer calls, reviewing deals, strengthening discovery and objection handling, and helping reps navigate complex sales cycles. • Own team performance, proactively identifying gaps, delivering actionable feedback, and developing plans to improve individual and team results. • Drive outbound prospecting and pipeline generation, helping the team build and maintain a healthy, predictable pipeline. • Establish consistent operating rhythms, including pipeline reviews, deal inspections, forecasting, and regular coaching sessions. • Partner with the Senior Director of Sales to implement sales strategies, improve processes, and help build a scalable, high-performing sales organization. • Leverage sales methodologies, including MEDDPIC, to strengthen qualification, deal execution, and win rates. • Support recruiting, onboarding, and ramping new sales talent, helping new hires become productive quickly. • Use Salesforce and performance data to track KPIs, identify trends, improve forecast accuracy, and drive accountability. • Collaborate closely with Marketing, Customer Success, Solutions Engineering, and other cross-functional partners to improve the customer experience and accelerate revenue growth. • Foster an environment where team members feel supported, challenged, and motivated to perform at their best. What You Bring • 6+ years of successful B2B sales experience, ideally in SaaS or a high-growth technology environment. • 3+ years of experience directly managing and developing a team of quota-carrying sales professionals. • Proven track record of consistently achieving or exceeding sales targets, both as an individual contributor and as a sales leader. • Demonstrated ability to coach and develop sales talent, improve underperformance, and build high-performing teams. • Experience driving outbound prospecting and pipeline generation. • Strong understanding of sales methodologies, including MEDDPIC, pipeline management, forecasting, and deal execution. • Highly hands-on leadership style, with a passion for coaching through live calls, deal reviews, and ongoing feedback. • Strong analytical skills and the ability to use sales data to identify opportunities and drive performance improvements. • Experience with Salesforce CRM and sales productivity tools. • Excellent communication, interpersonal, and problem-solving skills. • A builder's mindset — comfortable with ambiguity, energized by change, and willing to help create and improve processes rather than simply follow established ones. • A collaborative, results-ori