Senior Manager, Sales Enablement

About the role

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.

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.
• We're looking for someone who
• 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.
• About Otter.ai
• We are in the business of shaping the future of work. Our mission is to make conversations more valuable.
• 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.

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