[Remote] Upmarket Account Executive

Note: The job is a remote job and is open to candidates in USA. Otter.ai is a leading tool for meeting transcription and collaboration, aiming to shape the future of work. They are seeking an Upmarket Account Executive to drive new logo acquisition and expansion revenue within large enterprises, managing complex sales cycles and building strategic account plans.ResponsibilitiesOwn a named enterprise territory and develop comprehensive account plans that map organizational structure, buying centers, executive relationships, and expansion pathwaysDrive outbound prospecting alongside SDR partners to generate net new pipeline into target accounts, with a bias toward proactive territory development rather than inbound relianceRun full-cycle enterprise sales from initial discovery through contract execution, managing multi-threaded relationships across VP and C-suite stakeholdersClose six and seven figure deals with discipline around deal qualification, mutual success plans, and forecasting accuracyPartner with Customer Success to ensure seamless handoffs and identify expansion opportunities within installed accountsLeverage AI-native tools and workflows to accelerate research, personalize outreach, build business cases, and manage your pipeline with precisionRepresent the voice of the enterprise customer internally, contributing product feedback and market intelligence to help shape Otter roadmap prioritiesMaintain a consistent cadence of activity and pipeline hygiene in Salesforce, ensuring forecast integrity and visibility for leadershipSkills5+ years of enterprise sales experience, with the majority of that time as an Account Executive carrying a quota against accounts of 2,000 or more employeesDocumented history of closing multiple six-figure deals and at least one seven-figure transaction in a competitive marketTrack record of building and sourcing your own pipeline, not just working inbound leads or SDR handoffsExperience with complex, multi-stakeholder sales cycles involving security, legal, procurement, and executive approvalOutbound-first mentality with strong prospecting instincts and the ability to break into cold accounts through creative, personalized approachesAI-native and comfortable using tools like ChatGPT, Claude, or similar to accelerate research, improve messaging, and increase selling velocityStrong account planning capability, including the ability to build territory maps, stakeholder influence maps, and multi-quarter engagement plansExceptional written and verbal communication with the executive presence to hold room with senior buyersCollaborative operator who works well with SDRs, SEs, CS, and leadership without needing to be managedDisciplined forecaster with intellectual honesty about deal stage and close probabilityPrior experience selling AI, productivity, collaboration, or knowledge management softwareExperience in a high-growth startup environment where process was still being builtFamiliarity with MEDDIC, MEDDPICC, or a similar enterprise qualification methodologyBenefitsOur base salary is just one component of a comprehensive total rewards package.We provide reasonable accommodations for qualified applicants throughout the hiring process.Otter.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 [email protected] at least 3 business days before your interview.Company OverviewOtter.ai improves business team productivity by providing an app to capture, share, and recall all meeting notes. It was founded in 2016, and is headquartered in Mountain View, California, USA, with a workforce of 51-200 employees. Its website is https://otter.ai.Company H1B SponsorshipOtter.ai has a track record of offering H1B sponsorships, with 3 in 2026, 30 in 2025, 17 in 2024, 19 in 2023, 8 in 2022, 4 in 2021. Please note that this does not guarantee sponsorship for this specific role.