Senior Manager of Sales Enablement Job San Francisco area,California USA,Business

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
You will partner closely with Sales, Customer Success, Product Marketing, and Product to help the field articulate Otter's value in enterprise workflows, security/compliance environments, and mission-critical collaboration
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
Build 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 Rev Ops 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 (battle cards, 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

Benefits

Compensation:
With highly competitive salaries and equity option packages, everyone's an owner here.
Hybrid Working:
You can mix and match working from our Mountain View or San Francisco office, plus a couple days from home.
Social Gatherings:
Quarterly gatherings in the Bay Area for some team real fun and authentic connection.
Health and Wellness:
Comprehensive medical, dental, vision, life insurance, disability, and wellness benefits that start the first day you do.
PTO:
Start with a minimum of 15 days of paid time off, plus up to 18 weeks for maternity leave and 8 weeks for paternity leave.
401(k):
Plans to help meet your retirement goals because we care about your future.

Skilled facilitator who can coach AEs, SDRs, SEs, and Revenue managers in live environments
5+ years in sales enablement, enterprise sales, product marketing, or similar GTM roles
Proficient with revenue tooling (Salesforce, Gong, Outreach, CMS/LMS, competitive intel tools)
Experience enabling Enterprise SaaS sales teams; familiarity with AI/ML or security/compliance-sensitive products strongly preferred
Metrics-driven, comfortable with pipeline analysis, win/loss, and conversion data tied to enablement priorities
Demonstrated success building enablement programs that improve win rates, forecast accuracy, and new hire ramp
Bachelor's degree in Business or a related field; MBA is a plus
Hands-on content builder who can create onboarding programs, playbooks, value frameworks, and differentiated messaging - not just manage vendors
Strong understanding of enterprise buyers, multi-persona selling, and procurement/security evaluation cycles (SOC2, HIPAA, ISO, etc.)
Thrives in a fast-moving environment where product, narrative, and GTM tactics evolve quickly