Otter.ai
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The opportunity
We are looking for an Upmarket Account Executive who thinks like a founder, sells like a closer, and operates with the rigor of someone who has won complex deals in competitive markets. You will own a named account territory of large enterprises, typically organizations with more than 2,000 employees, and be responsible for driving new logo acquisition and expansion revenue across your book.
This is an outbound-first role. You will be expected to build pipeline from scratch, not wait for it. You will partner closely with SDRs, bring your own prospecting discipline, and run sophisticated multi-threaded sales cycles that involve economic buyers, IT, legal, and security stakeholders. You will represent Otter at the highest levels of enterprise selling, where your ability to build account plans, navigate organizations, and position AI value meaningfully will determine your results.
Your impact
- Own a named enterprise territory and develop comprehensive account plans that map organizational structure, buying centers, executive relationships, and expansion pathways.
- Drive outbound prospecting alongside SDR partners to generate net new pipeline into target accounts, with a bias toward proactive territory development rather than inbound reliance.
- Run full-cycle enterprise sales from initial discovery through contract execution, managing multi-threaded relationships across VP and C-suite stakeholders.
- Close six and seven figure deals with discipline around deal qualification, mutual success plans, and forecasting accuracy.
- Partner with Customer Success to ensure seamless handoffs and identify expansion opportunities within installed accounts.
- Leverage AI-native tools and workflows to accelerate research, personalize outreach, build business cases, and manage your pipeline with precision.
- Represent the voice of the enterprise customer internally, contributing product feedback and market intelligence to help shape Otter roadmap priorities.
- Maintain a consistent cadence of activity and pipeline hygiene in Salesforce, ensuring forecast integrity and visibility for leadership.
We're looking for someone who
- 5+ years of enterprise sales experience, with the majority of that time as an Account Executive carrying a quota against accounts of 2,000 or more employees.
- Documented history of closing multiple six-figure deals and at least one seven-figure transaction in a competitive market.
- Track record of building and sourcing your own pipeline, not just working inbound leads or SDR handoffs.
- Experience with complex, multi-stakeholder sales cycles involving security, legal, procurement, and executive approval.
Skills and Approach
- Outbound-first mentality with strong prospecting instincts and the ability to break into cold accounts through creative, personalized approaches.
- AI-native and comfortable using tools like ChatGPT, Claude, or similar to accelerate research, improve messaging, and increase selling velocity.
- Strong account planning capability, including the ability to build territory maps, stakeholder influence maps, and multi-quarter engagement plans.
- Exceptional written and verbal communication with the executive presence to hold room with senior buyers.
- Collaborative operator who works well with SDRs, SEs, CS, and leadership without needing to be managed.
- Disciplined forecaster with intellectual honesty about deal stage and close probability.
Nice to Have
- Prior experience selling AI, productivity, collaboration, or knowledge management software.
- Experience in a high-growth startup environment where process was still being built.
- Familiarity with MEDDIC, MEDDPICC, or a similar enterprise qualification methodology.
About Otter.ai
We are in the business of shaping the future of work.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.
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 hr@otter.ai at least 3 business days before your interview.
*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.
Salary range
OTE Range: $240,000 to $270,000 USD per year **potential inclusive of commission**
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.
#LI-Hybrid
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Ready to apply?
Apply to Otter.ai
About the Role
We are looking for a Technical Delivery Manager, Post-Sales to partner closely with Customer Success, Sales, and Product to ensure successful deployment, integration, and long-term adoption of Otter across our enterprise customers.
This is a high-impact, customer-facing role focused on driving technical success post-sale — from onboarding and integrations to scaling AI-driven workflows across complex organizations.What You’ll Do
- Act as the technical lead for enterprise customers post-sale, owning successful implementation and expansion readiness
- Partner with CSMs and AEs to support onboarding, adoption, and expansion across large accounts
- Lead technical discovery and solution design aligned to customer workflows and use cases
- Support and guide integrations (APIs, calendar, workflows, internal tools)
- Troubleshoot and resolve complex technical issues, acting as a trusted advisor to customer engineering teams
- Drive best practices for deploying Otter at scale across organizations
- Collaborate with Product and Engineering to translate customer feedback into roadmap insights
- Build reusable assets, documentation, and frameworks to scale post-sales technical success
What You Bring
- 3+ years in Solutions Engineering, Technical Account Management, Professional Services or similar post-sales role
- Experience supporting enterprise customers with complex technical environments
- Strong understanding of APIs, integrations, and SaaS architecture
- Proven ability to work cross-functionally with Sales, CS, Engineering and Product teams
- Comfortable engaging with technical stakeholders (engineering, IT) and executive audiences
- Experience in AI, data, or workflow automation platforms strongly preferred
- Strong problem-solving skills with a customer-first mindset
What Success Looks Like
- Accelerate Time to Value (TTV) for enterprise customers through effective onboarding, implementation, and integration
- Drive strong Year 1 Gross Revenue Retention (GRR) by ensuring successful adoption and minimizing early churn risk
- Maintain high Customer Satisfaction (CSAT) through proactive support, responsiveness, and technical excellence
- Contribute to expansion and growth, positively impacting Net Dollar Retention (NDR)
Operational Outcomes:
- Seamless onboarding and integration for enterprise customers
- Increased product adoption and expansion readiness
- Strong technical relationships with customer stakeholders
- Reduced escalations through proactive technical guidance
- Scalable processes that support rapid enterprise growth
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 organizations. 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.
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 hr@otter.ai at least 3 business days before your interview.*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
Salary range
OTE Range: $120,000 to $150,000 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.
#LI-Hybrid
Ready to apply?
Apply to Otter.ai
Sales Development Representative
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The Opportunity
As a Sales Development Representative, your role is to lay the foundation for Otter Sales by engaging with prospects and customers, helping them understand the value of Otter, and moving them forward in the sales process. As Otter's first point of contact, you play a key role in building the Otter brand, creating a great first impression, and building momentum for not only the sales team, but the company as a whole. We’re in the early days of building a world-class sales organization, and the road ahead is going to be very exciting. As part of this role, you will be tasked with engaging inbound leads, while also leveraging outbound prospecting to develop relationships with champions, influencers, and decision makers with our target accounts. You will partner closely with the Marketing, Operations, and with Account Executives to form a seamless GTM approach.
We strongly believe in the overall growth and continued development of each new hire. In joining the Sales Development team at Otter, you join a community that believes in development and promotion from within. We're looking for people who are excited to work in a fast moving company, make an impact, and rapidly develop their career in sales.
Your impact
- Play a pivotal role in attracting new customers and providing a great experience for Otter’s prospective customers
- Identify prospective customers, engage them, and schedule qualified meetings that assess mutual fit
- Work closely with Account Executives to drive and close deals
- Partner with our rapidly growing Sales team to refine messaging and positioning to best support our sales process
- Maintain an up-to-date knowledge of our product and its value to customers
- Accurately enter, update, and maintain daily activity and prospect information in Salesforce
- Analyze sales data and recommend new outreach strategies
We're looking for someone who
- 1+ years of work experience (Sales and/or SaaS experience is a plus)
- Highly motivated and self-driven with comfort in a quota-carrying environment
- A strong interest in growing into a career in Software Sales (SaaS)
- Excellent written and verbal communication skills
- Experience with following defined processes using CRM (Salesforce a plus)
- You have a go-getter attitude and are hungry for success
- You can multitask in a fast-paced environment, have the ability to think on your feet to unexpected questions, speak with confidence and clarity, and work as an individual as well as on a team
- A commitment to learning, being adaptable, and having a great attitude
- You are collaborative and coachable
- Strong organization and time management
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 organizations. 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.
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 hr@otter.ai at least 3 business days before your interview.
*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.
Salary Range
OTE range: $75,000 to $90,000 USD per year *potential inclusive of commission**
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.
Ready to apply?
Apply to Otter.ai
The Opportunity
As a Customer Success Manager at Otter.ai, you will have the unique opportunity to help shape the future of our Customer Success team. You will report to the Senior Manager of Customer Success and play an instrumental role in defining and implementing strategies for customer adoption, retention and expansion, while consistently exceeding targets. You possess both the strategic vision and tactical skills needed to drive customer success.
Your Impact
- Lead proactive engagements with customers, conduct technical onboardings, training, demos, webinars, tailored success plans, and QBR’s.
- Contribute to the creation and refinement of internal tools, processes, documentation, playbooks, and collateral to improve customer success operations.
- Act as a technical advisor to customers, providing proactive and reactive support to resolve any technical challenges they may face.
- Work closely with Product, Engineering and Support teams to resolve customer issues efficiently and effectively.
- Share valuable insights with Sales, Growth, and Product teams based on your interactions with customers, driving continuous improvement across the company.
- Guide customers in adopting new products, helping them achieve long-term success and maximize the value of Otter.ai.
- Collect customer feedback to refine our strategies, advocate for new product features, and inform product development.
We're Looking for Someone Who
- BA/BS degree or equivalent practical experience.
- 3+ years in Customer Success or Account Management.
- 2+ years in a quota carrying role with proven success.
- Proven track record of meeting or exceeding monthly targets and overcoming objections with strategic, creative solutions.
- Strong technical background.
- Strategic thinker with tactical execution.
- Impeccable oral and written communication skills with the ability to articulate complex information to both technical and non-technical audiences.
- Exceptional ability to manage and prioritize multiple tasks and opportunities in a fast-paced environment.
- Experience using Salesforce is required; familiarity with customer success engagement tools such as Vitaly, Catalyst, Gainsight or Outreach.oi are a plus.
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 organizations. 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.
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 hr@otter.ai at least 3 business days before your interview.*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
Salary Range
OTE range: $140,000 - 165,000 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.
#LI-Hybrid
Ready to apply?
Apply to Otter.ai