Senior Director of Sales

The role

You will lead and scale the sales organization by managing sales managers and individual contributors. You will establish operating rhythms, drive revenue growth, and implement sales methodologies.

What you will do

• Scale the sales organization and establish operating rhythms.
• Lead and develop Sales managers and individual contributors.
• Own sales execution and performance across the team.
• Assess organizational capabilities and identify talent gaps.
• Establish performance expectations, KPIs, and forecasting discipline.
• Develop and execute outbound sales strategies.
• Coach the team by joining customer calls and reviewing deals.
• Build scalable onboarding, training, and enablement programs.
• Implement and reinforce sales methodologies like MEDDPIC.
• Partner with cross-functional leaders to strengthen go-to-market execution.

Required qualifications

• 10+ years of progressive sales experience.
• Significant experience leading and scaling high-performing sales teams.
• Proven experience leading both Sales managers and individual contributors.
• Success building or transforming sales organizations.
• Track record of delivering revenue growth and exceeding sales targets.
• Experience building outbound sales motions and pipeline generation programs.
• Deep understanding of sales execution, forecasting, pipeline management, and MEDDPIC.
• Experience recruiting, developing, and retaining high-performing sales talent.
• Highly analytical with ability to translate performance data into priorities.
• A builder's mindset.
• Strong communication skills.

Nice to have

• Experience in a high-growth SaaS or technology environment

About the company

Otter.ai is a tool for meeting transcription, summarization, and collaboration using artificial intelligence. The company is backed by early investors in Google, DeepMind, Zoom, and Tesla.