Account Executive

🔥 0 minutes ago

🏄 California – Remote

🏄 California – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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Otter.ai

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2016

🤖 Artificial Intelligence

☁️ SaaS

⚡ Productivity

💰 $50M Series B on 2021-02

Artificial Intelligence • SaaS • Productivity

Otter. ai is a company that offers an AI-powered meeting assistant designed to improve productivity and collaboration in meetings. Its innovative solutions provide real-time automatic transcription, note-taking, and summarization of meetings, enabling users to focus on participation rather than note-taking. Otter. ai integrates seamlessly with popular communication platforms such as Zoom, Google Meet, and Microsoft Teams, and offers features to enhance workflows in sales, education, media, and more. With tools like OtterPilot and Otter AI Chat, users can extract insights, automate action items, and stay aligned with teammates through a shared Slack channel and other integrations.

📋 Description

• Own a named enterprise territory and develop comprehensive account plans mapping organizational structure, buying centers, executive relationships, and expansion pathways • Drive outbound prospecting with SDR partners to generate net new pipeline in target accounts • Run full-cycle enterprise sales from discovery through contract execution across VP and C-suite stakeholders • Close six- and seven-figure deals with disciplined qualification, mutual success plans, and accurate forecasting • Partner with Customer Success on handoffs and identify expansion opportunities • Use AI-native tools and workflows for research, personalized outreach, business cases, and pipeline management • Represent enterprise customer feedback internally and contribute market intelligence to Otter roadmap priorities • Maintain activity cadence and Salesforce pipeline hygiene for forecast integrity and leadership visibility

🎯 Requirements

• 5+ years of enterprise sales experience, primarily as an Account Executive carrying a quota against accounts with 2,000+ 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 personal pipeline, beyond inbound leads or SDR handoffs • Experience with complex, multi-stakeholder sales cycles involving security, legal, procurement, and executive approval • Strong outbound prospecting instincts and ability to break into cold accounts • Comfortable using AI tools such as ChatGPT, Claude, or similar • Ability to build territory maps, stakeholder influence maps, and multi-quarter engagement plans • Exceptional written and verbal communication with executive presence • Collaborative work with SDRs, SEs, Customer Success, and leadership • Disciplined forecasting and intellectual honesty about deal stage and close probability

🏖️ Benefits

• Comprehensive total rewards package • Commission potential is included in the stated OTE • Reasonable accommodations throughout the hiring process • Inclusive and accessible workplace