The opportunity

This role is focused on expansion within Otter’s top accounts.

You will own growth across a defined set of strategic customers, expanding into new teams, business units, and subsidiaries while introducing new products and use cases. The opportunity is wide. Multiple entry points, multiple personas, and a product that continues to evolve.

This is not an inbound or maintenance role. We are looking for a hunter who can operate inside complex accounts, build multi-threaded relationships, and drive net new revenue within existing customers.

You will act as the quarterback across the account. Partnering closely with CSMs, Solution Engineering, and Marketing to drive a coordinated growth strategy.

Your impact

• Own expansion revenue across a portfolio of strategic enterprise accounts

• Identify and break into new teams, business units, and subsidiaries

• Build and execute account plans with clear growth strategies and priorities

• Lead account mapping across personas, functions, and levels

• Drive outbound and creative prospecting within existing customers

• Introduce new products and use cases aligned to customer needs

• Partner closely with CSMs on account health, retention, and expansion timing

• Coordinate cross-functional resources to move deals forward

• Navigate complex procurement and enterprise sales cycles

We're looking for someone who

• Proven success in enterprise SaaS sales with a focus on expansion or net new within accounts

• Experience selling into complex, multi-threaded organizations

• Strong account planning and mapping capabilities

• Ability to prospect and generate pipeline within existing accounts

• Experience selling upmarket with longer, more strategic sales cycles

• Strong business acumen and ability to connect product to outcomes

• Highly self-driven with a builder mindset

• Comfortable operating cross-functionally and leading without authority

About Otter.ai

We are in the business of shaping the future of work.

Our mission is to make conversations more valuable.

With over 1B meetings transcribed, Otter.ai is the world’s leading tool for meeting transcription, summarization, and collaboration. Using artificial intelligence, Otter generates real-time automated meeting notes, summaries, and other insights from in-person and virtual meetings - turning meetings into accessible, collaborative, and actionable data that can be shared across teams and organizations. The company is backed by early investors in Google, Deep Mind, Zoom, and Tesla.

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.

Otter.ai does not accept unsolicited resumes from 3rd party recruitment agencies without a written agreement in place for permanent placements. Any resume or other candidate information submitted outside of established candidate submission guidelines (including through our website or via email to any Otter.ai employee) and without a written agreement otherwise will be deemed to be our sole property, and no fee will be paid should we hire the candidate.

Salary range

Salary Range: $220,000 to $270,000 USD per year potential inclusive of commission

This salary range represents the low and high end of the estimated salary range for this position. The actual base salary offered for the role is dependent on several factors. Our base salary is just one component of a comprehensive total rewards package.