Director, Sales Operations and Strategy

The Opportunity

We are seeking a hands-on, strategic Director of Sales Operations & Strategy to lead and execute initiatives that improve the effectiveness and efficiency of our sales organization. This is a player-coach role, balancing strategic planning with tactical execution. You will directly manage one team member while partnering closely with senior sales leadership, marketing, finance, and other functions to drive revenue growth and operational excellence.

Your Impact

• Work closely with executive leadership to develop and refine the overall sales strategy.
• Conduct market research and analysis to identify growth opportunities and industry trends.
• Lead the sales planning process, including the development of annual sales targets and quotas.
• Collaborate with sales leadership to create accurate sales forecasts and pipeline projections.
• Streamline and optimize sales processes to enhance overall operational efficiency.
• Implement best practices to improve sales productivity and effectiveness.
• Collaborate with marketing, finance, and other departments to ensure alignment with company objectives.
• Establish strong communication channels to facilitate information flow between sales and other teams.
• Develop and maintain key performance indicators (KPIs) to measure and analyze sales performance.
• Provide regular reports and insights to senior leadership on sales metrics and trends.
• Evaluate, implement, and manage sales technologies, including CRM, sales intelligence, and data systems, to support sales processes.
• Provide training and support for sales teams in the effective use of technology tools.
• Work with sales leadership to identify training needs and opportunities for skill development.
• Implement training programs to enhance the capabilities of the sales team.
• Collaborate with finance to design and manage sales compensation plans and incentive programs.
• Ensure that compensation structures align with sales objectives and corporate goals.
• Monitor and assess risks related to sales operations and implement mitigation strategies.
• Ensure compliance with industry regulations and company policies.
  
  

We're Looking For Someone Who

• Bachelor's degree in Business or a related field. MBA is a plus
• 7 years experience in revenue operations, strategy, or a related role
• Proven track record and leadership experience
• Exceptional analytical and strategic thinking skills
• Expert level data orientation and hands-on proficiency
• Excellent communication, interpersonal skills, and ability to influence executive leadership
• Full revenue cycle analysis - including new, renewal, and expansion
• Expert level proficiency in the Revenue Operations tech stack - CRM, salesforce, intelligence tools, data warehouse, hubspot, etc.
• Demonstrated ability to lead and motivate cross-functional teams
• Deep experience in designing and managing sales and customer success compensation plans
  
  

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, DeepMind, 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: $185,000 to $210,000 USD per year.

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.