Otter.ai · 7 hours ago
Senior Manager, Sales Enablement
Mountain View, CA
Full-time
Onsite
Senior Level
$185K/yr - $210K/yr
5+ years expOtter.ai is a leading tool for meeting transcription, summarization, and collaboration. The Senior Manager, Sales Enablement will support the revenue organization by building enablement foundations and partnering with various teams to enhance sales strategies and training.
Artificial Intelligence (AI)CollaborationConsumer SoftwareEnterprise SoftwareInformation Technology
Responsibilities
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
Qualification
Required
Bachelor's degree in Business or a related field; MBA is a plus
5+ years in sales enablement, enterprise sales, product marketing, or similar GTM roles
Experience enabling Enterprise SaaS sales teams; familiarity with AI/ML or security/compliance-sensitive products strongly preferred
Strong understanding of enterprise buyers, multi-persona selling, and procurement/security evaluation cycles (SOC2, HIPAA, ISO, etc.)
Demonstrated success building enablement programs that improve win rates, forecast accuracy, and new hire ramp
Hands-on content builder who can create onboarding programs, playbooks, value frameworks, and differentiated messaging - not just manage vendors
Skilled facilitator who can coach AEs, SDRs, SEs, and Revenue managers in live environments
Metrics-driven, comfortable with pipeline analysis, win/loss, and conversion data tied to enablement priorities
Proficient with revenue tooling (Salesforce, Gong, Outreach, CMS/LMS, competitive intel tools)
Thrives in a fast-moving environment where product, narrative, and GTM tactics evolve quickly
Preferred
Experience enabling Enterprise SaaS sales teams; familiarity with AI/ML or security/compliance-sensitive products strongly preferred
Company
Otter.ai
Otter.ai improves business team productivity by providing an app to capture, share, and recall all meeting notes.
51-200 employees
H1B Sponsorship
Otter.ai has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (30)
2024 (17)
2023 (19)
2022 (8)
2021 (4)
Funding
Current Stage
Growth StageTotal Funding
$73MKey Investors
Horizons Ventures
2021-02-25Series B· $40M
2021-02-25Convertible Note· $10M
2020-01-23Series Unknown· $10M
Leadership Team
Sam Liang
CEO, Founder
Yun Fu
CTO and Co-Founder
Recent News
500 global
2026-01-23
Company data provided by crunchbase