Mid-Market Account Executive
At a glance
Mid-level Account Executive role at otterai. San Francisco · $180,000–$200,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Run deals from outbound outreach through signed contracts, creating new logos and expanding existing installs
- Build account strategies for large organizations and coordinate buyers across executive, IT, security, procurement, and finance teams
- Deliver product demonstrations that connect Otter AI capabilities to enterprise value
- Create repeatable prospecting and closing plays while partnering with Product, Marketing, and Customer Success
What you bring
- At least three years closing sales in a startup setting
- A record of generating pipeline through outbound prospecting and independently sourcing opportunities
- Full-cycle SaaS selling experience across SMB, mid-market, or enterprise accounts
- Experience handling complex buying groups that include security, legal, procurement, and finance
- Working proficiency with Salesforce, Sales Navigator, Outreach, CommonRoom, Claude, and OpenAI
Who this fits
You’ll suit a mid-level seller who can hunt for new business, manage executive conversations, and keep complex deals moving quickly. The role is based in the Bay Area and requires three days each week in either the San Francisco office or Mountain View headquarters. The listed range is $180,000 to $200,000 USD per year, potentially including commission.
From the employer
Location: Bay Area (Hybrid – 3 days/week in San Francisco office or Mountain View HQ)
The opportunity
Are you ready to be part of our exciting journey of exponential growth? 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. This is an excellent opportunity to work alongside exceptional sales talent and our product-focused team.
Your impact
- 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.
We're looking for someone who
- Has 3+ years of closing experience in a startup environment.
- Is a true hunter — skilled at outbound prospecting and generating pipeline from scratch.
- Has proven experience running the full sales cycle in a SaaS environment.
- Has experience selling into SMB/Mid-Market/Enterprise accounts and navigating complex buying processes.
- Can manage executive-level conversations while still moving deals forward with urgency.
- Has experience working with security, legal, procurement, and finance stakeholders.
- Is proficient with Salesforce, Sales Navigator, Outreach, and modern sales tooling like CommonRoom as well as AI tools like Claude and OpenAI.
- Thrives in fast-paced, evolving environments.
- Is energized by AI and excited to sell category-defining technology.
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 & AccommodationsOtter.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 rangeSalary Range: $180,000 to $200,000 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.
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