Sales Operations Manager, Otter - Los Angeles at Otter

Los Angeles, California, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Restaurant Tech, SaaSIndustries

Requirements

10–15 years of relevant experience, with 7–10 years in Sales Operations, Revenue Operations, or Enablement
5–7 years of people management experience, leading multi-disciplinary or cross-regional teams
Proven track record in scaling operational frameworks and driving data-driven decision-making in high-growth SaaS or tech environments
Deep understanding of Salesforce, analytics tools (e.g., Tableau, Looker), and forecasting systems
Strong business acumen and ability to translate strategy into execution
Excellent communication, collaboration, and leadership skills
Bachelor’s degree preferred

Responsibilities

Lead and mentor a high-performing team of operations, enablement, and analytics professionals
Drive business insights and operational excellence to increase revenue, productivity, and efficiency across the GTM organization
Own sales compensation design, incentive planning, and territory modeling to align with business strategy
Manage pricing governance, ensuring consistency and clarity around deal structures and exceptions
Oversee full-funnel metrics—lead scoring, qualification, routing, and funnel optimization through Salesforce
Design and maintain tools, dashboards, and automation to streamline lead management and forecasting
Run the monthly and quarterly sales operating cadence, including forecast calls, KPI reviews, and performance reporting
Lead enablement initiatives, such as sales training, content management, and process adoption
Partner cross-functionally with Sales, Marketing, Customer Success, Finance, and Product to align strategy and execution
Forecast and plan for revenue growth, setting key performance goals and ensuring targets are met across regions

Skills

Salesforce

Sales Operations

Sales Enablement

Forecasting

Quota Design

Sales Compensation

Territory Planning

Pricing Governance

Lead Scoring

Funnel Optimization

Dashboards

Automation

KPI Reporting

Sales Training

Otter

Connects parents with vetted babysitters

About Otter

Otter connects parents with qualified babysitters through its online platform, focusing on the childcare industry. The service stands out due to its thorough vetting process for sitters, which includes skills tests, reference checks, and interviews, along with mandatory background checks for both parents and sitters to ensure safety. Parents can book a sitter on short notice, sometimes as little as two hours, making it a convenient option for last-minute childcare needs. The company earns revenue by charging a fee for each booking, which is shared with the sitters, providing them with a flexible income opportunity. With significant backing from prominent venture capital firms, Otter aims to address the demand for reliable childcare services while ensuring a safe environment for families.

San Francisco, CaliforniaHeadquarters

2020Year Founded

$30MTotal Funding

SERIES_ACompany Stage

Social Impact, Consumer GoodsIndustries

1-10Employees

Risks

Increased competition from new platforms offering similar services at lower fees.

Changes in local regulations could increase operational costs and complicate compliance.

Rising concerns about data privacy and security could decrease user trust.

Differentiation

Otter offers a rigorous vetting process for sitters, ensuring safety and reliability.

The platform allows parents to book childcare with as little as two hours' notice.

Otter connects parents with local stay-at-home parents, fostering community-based childcare.

Upsides

Increased demand for flexible childcare solutions due to remote work trends.

Growing interest in last-minute booking options for childcare services.

Venture capital interest indicates strong growth potential for tech-enabled childcare solutions.

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