Senior Manager, Sales Enablement
Player-coach role building and executing sales enablement programs for Otter.ai's Enterprise and AI platform. Design onboarding, create playbooks and assets, coach on deals, translate technical AI features for enterprise buyers (CIO/CISO), and drive metrics like win rates and ramp speed. Requires 5+ years in sales enablement or GTM roles.
About the job
Your impact
- 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.
Requirements
- 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.
Nice-to-haves
- MBA
- Familiarity with AI/ML or security/compliance-sensitive products
Skills
Sales Enablement, Enterprise Saas, Salesforce, Gong, Outreach, Product Marketing, Competitive Intelligence, Pipeline Analysis, Win/Loss Analysis, AI/ML, Security/Compliance, Soc2, HIPAA, Playbooks, Demo Scripting
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