Otter.ai

• Own a named enterprise territory and develop comprehensive account plans that map organizational structure, buying centers, executive relationships, and expansion pathways. • Drive outbound prospecting alongside SDR partners to generate net new pipeline into target accounts, with a bias toward proactive territory development rather than inbound reliance. • Run full-cycle enterprise sales from initial discovery through contract execution, managing multi-threaded relationships across VP and C-suite stakeholders. • Close six and seven figure deals with discipline around deal qualification, mutual success plans, and forecasting accuracy. • Partner with Customer Success to ensure seamless handoffs and identify expansion opportunities within installed accounts. • Leverage AI-native tools and workflows to accelerate research, personalize outreach, build business cases, and manage your pipeline with precision. • Represent the voice of the enterprise customer internally, contributing product feedback and market intelligence to help shape Otter roadmap priorities. • Maintain a consistent cadence of activity and pipeline hygiene in Salesforce, ensuring forecast integrity and visibility for leadership.

• Own expansion revenue across a portfolio of strategic enterprise accounts • Identify and break into new teams, business units, and subsidiaries • Build and execute account plans with clear growth strategies and priorities • Lead account mapping across personas, functions, and levels • Drive outbound and creative prospecting within existing customers • Introduce new products and use cases aligned to customer needs • Partner closely with CSMs on account health, retention, and expansion timing • Coordinate cross-functional resources to move deals forward • Navigate complex procurement and enterprise sales cycles