Mid-Market Account Executive

About the role

We are seeking a talented Mid-Market Account Executive to join our expanding Sales team at Otter.ai. In this role, you'll play a vital role in fueling our revenue engine with innovation and energy, driving the scaling of our business while maximizing value for our customers. You'll have the chance to collaborate with a dynamic team dedicated to empowering SMBs and Mid-Market customers to harness the power of Otter.

Responsibilities

• Own the full sales cycle from outbound prospecting to close.
• Drive net-new logo acquisition (often with existing installs).
• Develop and execute strategic account plans to break into and expand large organizations.
• Run multi-threaded sales motions across executives, IT, security, procurement, and finance.
• Maintain enterprise-level sales rigor while operating with transactional velocity.
• Lead compelling product demos that showcase Otter AI capabilities and enterprise value.
• Build repeatable outbound and closing motions that help scale our GTM engine.
• Partner cross-functionally with Product, Marketing, and Customer Success to shape our enterprise strategy.

Requirements

• 3+ years of closing experience in a startup environment.
• Proven experience running the full sales cycle in a SaaS environment.
• Experience selling into SMB/Mid-Market/Enterprise accounts and navigating complex buying processes.
• Experience working with security, legal, procurement, and finance stakeholders.
• Proficient with Salesforce, Sales Navigator, Outreach, and modern sales tooling like CommonRoom as well as AI tools like Claude and OpenAI.
• Fast-paced, evolving environments.
• Energized by AI and excited to sell category-defining technology.

Qualifications

• Mid-Market Account Executive experience.
• Exceptional communication and relationship-building skills.
• Ability to manage executive-level conversations while still moving deals forward with urgency.
• Strong understanding of the Mid-Market and Enterprise markets.
• Passion for AI and its potential to transform industries.

Skills

• Salesforce proficiency.
• Outreach and Sales Navigator expertise.
• Knowledge of AI and its applications in business.
• Ability to adapt to new technologies and tools.

Benefits

• Comprehensive benefits package including health insurance, retirement plans, and paid time off.
• Flexible work arrangements, including hybrid work options.
• Opportunities for professional development and career advancement.

Pay

Salary Range: $180,000 to $200,000 USD per year **potential inclusive of commission**

Schedule

Hybrid – 3 days/week in San Francisco office or Mountain View HQ