Upmarket Account Executive

Responsibilities

• Own a named enterprise territory and develop comprehensive account plans
• Drive outbound prospecting to generate net new pipeline into target accounts
• Run full-cycle enterprise sales from discovery through contract execution
• Close six and seven figure deals with discipline around qualification and forecasting
• Partner with Customer Success to ensure seamless handoffs and identify expansion opportunities
• Leverage AI-native tools to accelerate research and manage pipeline
• Represent the voice of the enterprise customer to help shape product roadmap priorities
• Maintain consistent activity and pipeline hygiene in Salesforce

Requirements

• 5+ years of enterprise sales experience
• Experience as an Account Executive carrying a quota for organizations with 2,000+ employees
• Documented history of closing multiple six-figure deals and at least one seven-figure transaction
• Proven track record of building and sourcing own pipeline
• Experience with complex, multi-stakeholder sales cycles involving security, legal, and procurement
• Outbound-first mentality with strong prospecting instincts
• AI-native approach using tools like ChatGPT or Claude
• Exceptional written and verbal communication skills

Preferred Qualifications

• Prior experience selling AI, productivity, collaboration, or knowledge management software
• Experience in a high-growth startup environment
• Familiarity with MEDDIC, MEDDPICC, or similar enterprise qualification methodologies

About the Company

Otter.ai is the world’s leading tool for meeting transcription, summarization, and collaboration. Using artificial intelligence, Otter generates real-time automated meeting notes and insights to turn meetings into actionable data. The company is backed by early investors in Google, DeepMind, Zoom, and Tesla.