Senior Manager, Sales Enablement

About the role

We are seeking a hands-on Senior Manager, Sales Enablement to support Otter’s revenue organization as we scale our Enterprise platform. This is a player-coach role, balancing strategy with execution - building and launching the enablement foundation while directly supporting revenue leadership and team needs.

Responsibilities

• 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.
• Create 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.