Full-Time
Senior GTM Engineer
Otter.ai
201-500 employees
Real-time AI transcription and meeting summaries
Compensation Overview
$150k - $165k/yr
Mountain View, CA, USA
In Person
On-site in Mountain View, California.
 Business & Strategy (1) |
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- Has 4+ years in GTM Systems, Sales Operations, or Revenue Operations with end-to-end ownership of systems and workflows.
- Proven ownership of a data enrichment pipeline using Clay and/or ZoomInfo — from ingestion and deduplication through CRM sync.
- End-to-end iPaaS experience (Workato, Zapier, Tray.io, or equivalent) — you build and maintain the integrations yourself.
- Hands-on Outreach administration: sequence governance, template management, A/B testing, and performance attribution.
- Strong analytical instincts — you instrument what you build and proactively surface what is broken before someone files a ticket.
- Experience translating business requirements into technical system configurations independently.
- Comfortable owning a personal backlog and roadmap in an environment with limited process infrastructure.
- Data Enrichment & Hygiene: Own the end-to-end data enrichment pipeline using Clay and ZoomInfo — from ingestion and deduplication through CRM sync.
- Define and enforce data governance standards: required fields, input formats, ownership rules, and freshness SLAs.
- Instrument lead scoring, ICP scoring, and routing logic to ensure MQLs land with the right rep, at the right time, with the right context.
- Build PLG → SLG handoff data flows: surface self-serve product signals (PQLs) in Salesforce as first-class pipeline inputs.
- Workflow Automation & Integrations: Design and maintain the integration architecture across the GTM stack using Zapier, Workato, or equivalent iPaaS tooling.
- Automate high-friction manual processes — rep task creation, deal stage alerts, stall detection, Slack notifications for pipeline events.
- Build and maintain Outreach sequence infrastructure: template governance, A/B testing frameworks, performance attribution back to Salesforce opportunities.
- Ensure reliable, low-latency data sync across Salesforce, Outreach, ZoomInfo, Clay, and downstream tools.
- AI & LLM-Powered Automations: Evaluate, pilot, and operationalize AI tools that drive measurable rep productivity — call summarization, email generation, deal coaching, CRM auto-fill.
- Build lightweight LLM-powered automations (e.g., auto-populating MEDDIC fields from call transcripts, generating next-step suggestions from deal history).
- Establish a structured evaluation framework for AI vendors — measuring adoption, productivity delta, and ROI before committing to contracts.
- Experience supporting a PLG → SLG transition, including building PQL-to-pipeline workflows.
- Hands-on work with LLM APIs or AI productivity tools in a GTM context (call intelligence, CRM enrichment, email generation).
- CPQ administration experience; DocuSign CLM or eSignature integration experience.
- Salesforce Advanced Administrator or Platform App Builder certification.
- Experience with MEDDIC or MEDDPICC and translating the framework into enforced CRM data models.
- Background in B2B SaaS RevOps at a company that scaled from Series A/B through the growth stage.
Otter.ai offers real-time AI transcription and meeting automation. Its core product Otter transcribes live audio, identifies speakers, and creates summaries; OtterPilot adds recording, slide capture, action-item extraction, and AI-driven summaries. It integrates with Zoom, Teams, and Google Meet and uses subscription pricing for individuals, teams, and enterprises. The goal is to help people capture, organize, and act on spoken information to save time and boost productivity in meetings and lectures.
Company Size
201-500
Company Stage
N/A
Total Funding
$73M
Headquarters
Los Altos, California
Founded
2016
Get referred to Otter.ai
See people who can refer or advise you
Simplify's Take
What believers are saying
- July 21, 2026 Live Assist opened a new enterprise coaching upsell.
- July 30, 2026 Mike Barnes joined to build US-UK-Europe channel sales.
- April 2, 2026 Egnyte integration strengthened governance pitch for regulated enterprise buyers.
What critics are saying
- In re Otter.AI Privacy Litigation argued in August 2026 threatens consent and biometrics claims.
- Microsoft Teams Copilot and Zoom-native AI compress Otter's standalone transcription advantage by 2026.
- Default model-training on de-identified recordings keeps privacy backlash alive until enterprise customers reject it.
What makes Otter.ai unique
- Otter transcribed 1 billion meetings by July 2026, creating unmatched conversational data scale.
- Live Assist uses Agent Builder to coach calls in real time across platforms.
- Otter integrates with Zoom, Google Meet, Microsoft, Salesforce, Claude, and Egnyte.
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Benefits
Competitive salary
Comprehensive stock and equity package
Hybrid Work Options
Company Gatherings
Comprehensive health care package (medical, dental, vision, life, disability)
PTO
401(k) retirement savings program
Growth & Insights and Company News
6 month growth
↓ -2%1 year growth
↓ -1%2 year growth
↑ 5%The AI Notetaker has been invited to all the meetings. Last updated: August 5, 2026 7:16 am As Wispr Flow CEO Tanay Kothari and I dive into the details of his company's latest innovation, the "Notetaker" feature, I find myself momentarily distracted by the corner of my screen. There, in real-time, Wispr's AI is meticulously logging every word of our exchange - even capturing the subtle, unconscious "mm-hmm" sounds I make while listening. It is a striking demonstration of how far voice technology has come, turning a casual conversation into a perfect, verbatim transcript. Kothari explains that this expansion from a simple dictation tool into a full-scale meeting assistant is a calculated, timely move. He observes, quite rightly, that we are living through the "year of the meeting recorder," a sentiment that resonates deeply within the tech corridors of Silicon Valley, where the expectation of being transcribed by AI has become the new normal for professional interaction. The landscape for AI note-taking is becoming increasingly crowded, with tools like Otter.ai and Granola leading the charge, but Wispr is positioning itself to stand out by leaning into the seamlessness of its integration. The Notetaker is designed to sync directly with your calendar, jumping into meetings automatically to capture the dialogue. Once the session concludes, it leverages generative AI to condense the discussion into a concise summary, offering a chatbot interface that allows you to query the content. Currently available for Mac users with a Windows rollout in the pipeline, the tool is framed as a productivity powerhouse, and notably, it offers a "Privacy Mode" that ensures user data is strictly excluded from future AI model training, a significant nod to the growing concerns over data autonomy. In my own hands-on experience, the tool proved to be remarkably reliable. During my conversation with Kothari, the live transcription was snappy and accurate, missing virtually nothing. The real "aha" moment, however, came after the meeting when I tested the "ask anything" function. I wanted to verify a specific quote about the current state of the industry, but I couldn't quite pinpoint where in our long chat it had occurred. By simply typing a prompt into the tool, the AI retrieved the exact snippet instantly. I cross-referenced the result with the original audio recording, and it was flawless. This ability to "search" a conversation is the true value proposition of these tools - it transforms a vague memory of a meeting into an actionable, searchable archive. Beyond the core functionality, Wispr has clearly thought about the power users who spend their entire days in back-to-back calls. Within the application settings, users can customize their experience, most notably by extending recording limits up to six hours. This is a massive feature for those involved in long-form collaborative sessions, workshops, or complex project planning meetings that traditional recorders might struggle to handle. It suggests that Wispr isn't just trying to be a quick fix for a fifteen-minute stand-up, but a robust utility meant to support the grueling, high-stakes nature of modern executive life. The rise of these tools inevitably forces Tech Biz Web to confront the changing etiquette of communication. When recording and transcription become as ubiquitous as email, Tech Biz Web has to navigate the delicate balance between capturing essential insights and the potential loss of candid, off-the-record nuance. Kothari's product acknowledges that the "AI meeting assistant" is no longer a futuristic luxury but a staple of the workplace. By integrating these tools, Tech Biz Web is trading a bit of spontaneity for perfect recall, a trade-off that many professionals are now finding indispensable as their schedules grow more complex and the amount of information they need to retain increases exponentially. Ultimately, what Wispr has built is a reflection of its collective struggle to stay present while also managing a deluge of information. The tool doesn't just record; it filters, organizes, and retrieves, essentially outsourcing the cognitive load of note-taking to a digital assistant. As Tech Biz Web move further into this era of ambient AI, the companies that succeed will be those that provide the most friction-free experience while respecting the sensitive nature of the data being shared. If Wispr's early performance is any indication, they are well on their way to becoming an essential layer in the modern work stack, turning the noise of its daily meetings into a clear, structured signal.
Otter.ai appoints Mike Barnes to lead global partnerships and alliances. Otter.ai, the Conversational Knowledge Engine built for the modern enterprise, announced the appointment of Mike Barnes as Head of Partnerships & Alliances to lead its global partnerships and alliances strategy. This marks a major step in the company's enterprise go-to-market expansion. Barnes will be responsible for building and scaling a structured partner ecosystem initially spanning the US, UK and Europe, with an emphasis on recruiting and enabling partners that help enterprise customers capture, structure and activate the knowledge shared in meetings, calls and workplace conversations. He joins Otter with more than two decades of experience leading partnerships and channel organizations across enterprise SaaS and marketing technology. Most recently, Barnes led partnerships at Gainsight, where he helped drive strategic alliances and ecosystem growth. At Otter, he will build the company's global channel program from the ground up, establishing the foundation for long-term partner success. The program will support a broad ecosystem of technology and workflow partners, resellers, MSPs, systems integrators, distributors and affiliates. Its first phase will focus on partner recruitment, foundational go-to-market activity and early lighthouse partnerships. The second phase will expand partner enablement, training, support, co-selling, co-marketing and regional growth across priority markets. Otter's partner strategy is designed to help partners meet growing enterprise demand for AI-driven productivity and knowledge solutions. As organizations look for better ways to support distributed and hybrid teams, Otter enables enterprises to turn conversations into structured, searchable and actionable knowledge that can be shared across teams and connected into existing workflows. Otter is used by over 35 million professionals across industries to automatically capture conversations, generate insights, and streamline collaboration. As organizations increasingly adopt AI to power productivity and decision-making, Otter is expanding its platform beyond meeting transcription to become a foundation for capturing institutional knowledge from conversations across the enterprise. "As more enterprises adopt AI across their business, those tools are only as valuable as the context they can access. Partnerships will be critical to bringing Otter's conversational knowledge into the systems, workflows, and teams where work happens. I'm excited to help build the ecosystem that makes that possible," said Mike Barnes, Head of Partnerships & Alliances at Otter.ai. "One of the things that attracted me to Otter was the opportunity to build a world-class partner and channel program from the ground up around a product that's already transcribed over 1 billion meetings and increasingly adopted by enterprises." "Mike's appointment is an important step in Otter's enterprise growth strategy," said Sam Liang, CEO and co-founder of Otter.ai. "Mike has spent his career building successful partner ecosystems and understands what it takes to create value for both partners and customers. His experience will be instrumental as we expand our enterprise reach through the channel." Otter will work with partners that can help enterprises deploy conversational AI across departments, verticals and workflows, including sales, customer success, operations, media, education, financial services and construction. The channel program will also support Otter's broader international expansion, with the US, UK and Europe identified as priority markets.
Otter.ai has launched Live Assist, a real-time AI coaching agent that provides in-the-moment guidance during calls. Available on Otter Enterprise, the tool works across platforms including Zoom, Google Meet, and Microsoft. Live Assist joins calls automatically and displays tip cards visible only to the user, suggesting questions to ask and points to cover. Users can customise their AI coach using Otter's Agent Builder, grounding it in their own content like playbooks and past meetings. The tool has found particular use in sales, helping with discovery calls, objection handling, technical pre-sales, and renewals. According to Otter.ai, the service typically adds one to three closed deals per sales representative per year. Otter.ai, which has over 35 million users and has transcribed more than 1 billion meetings, is backed by Spectrum Equity, Horizon Ventures, and Draper Associates.
Otter.ai introduces Live Assist: the first live coaching agent for every call. Otter.ai today announced the launch of Live Assist, the first real-time AI coaching agent that joins any call and delivers glanceable, in-the-moment guidance to meeting go-ers as a conversation unfolds. MOUNTAIN VIEW, Calif.-(BUSINESS WIRE)-Otter.ai today announced the launch of Live Assist, the first real-time AI coaching agent that joins any call and delivers glanceable, in-the-moment guidance to meeting go-ers as a conversation unfolds. Live Assist is available today on Otter Enterprise and works over any call platform including Zoom, Google Meet, and Microsoft, or via Otter desktop app. People forget key questions, miss important cues, and run every call a little differently. Live Assist fixes that. Using Otter's Agent Builder, users can customize the type of Live Assist agent they want and ground it in their own content (playbooks, SOPs, past meetings, key resources). Once it's ready, watch it join calls automatically, surface glanceable tip cards (the question to ask, the point to cover, the exact talk track) visible only to the user, and check off objectives live so you always know what's next. Unlike tools that coach after the call, Live Assist runs directly in Otter and is connected to your favorite tools like Claude and Salesforce. Because Agent Builder is open-ended, every call can have a coach perfectly tailored for them. Teams will find use cases Otter never imagined, whether that's customer success, sales, recruiting, or even internal meetings. "Every call is a little different, but the best ones share a pattern," said Sam Liang, co-founder and CEO of Otter.ai. "Live Assist learns that pattern from you, your work, and your team and brings it into every conversation, automatically so your team can close more deals, run better meetings, and hire the best people - whatever a great call looks like for you." While Live Assist is completely customizable using Otter's Agent Builder, the most popular use cases so far is sales, where teams are using Live Assist for: * Sales discovery. Structured question sets keep discovery and demo calls on track, leading to fewer missed qualifiers and faster rep ramp. * Objection handling. When a competitor or objection comes up mid-call, reps get a fair, grounded response tied to the buyer's priorities. * Technical pre-sales. AEs and solutions architects get live, one-line definitions for unfamiliar systems and are prompted to probe data readiness early, leading to cleaner scoping and a faster path to pilot. * Run better renewals and QBRs. Value reviews and renewal calls run against a consistent agenda, surfacing expansion signals on every account with less prep per call. The math scales with team size: closing the in-call execution gap typically adds one to three closed deals per rep, per year. Enough that a single recovered deal covers the cost of the platform. Otter.ai created the AI meeting assistant category nearly a decade ago, and is now the Conversational Knowledge Engine for the modern enterprise, turning every conversation into searchable, actionable knowledge. Live Assist marks the next step in that mission: from capturing conversations to actively coaching them, in real time. Live Assist is available today to Otter Enterprise customers. Visit here to learn more. Existing customers can talk to their CSM or AE to get access. For more information, visit otter.ai. About Otter.ai Otter.ai is the Conversational Knowledge Engine built for the modern enterprise With over 35 million users and 1 billion+ meetings transcribed, Otter captures, connects, and activates the knowledge from every conversation, turning spoken words into searchable intelligence, automated action items, and agentic workflows that sync directly to the tools teams already use and gets smarter with every conversation. From individual professionals to Fortune 500 enterprises, Otter delivers immediate value with no prompts required because with Otter, your voice is the prompt. Backed by Spectrum Equity, Horizon Ventures, and Draper Associates. Otter.ai is headquartered in Mountain View, California.
Sembly AI review 2026: pricing, features, pros & cons. Sembly AI is a professional AI meeting assistant that extracts decisions, action items, risks, and KPIs from your meetings - not just a transcript. Here's an honest look at what it does well, what it costs, and whether it's worth it over Fireflies or Otter.ai. Quick verdict. Overall Rating Per User / Month Business Intel Core Positioning Best for: executives, business analysts, and sales teams who need structured decisions, risks, and KPIs extracted from meetings - not just a transcript and summary. What is Sembly AI? Sembly AI is a professional AI meeting assistant that records, transcribes, and analyzes meetings to extract business intelligence rather than stopping at a plain transcript. Beyond converting speech to text, Sembly identifies decisions made, action items assigned, risks mentioned, and KPIs discussed, automatically categorizing each so nothing important gets buried in a long summary. It works across Zoom, Google Meet, Microsoft Teams, and in-person calls, giving teams consistent meeting intelligence regardless of which video platform a given meeting happens to use. Sembly's standout feature, Glances, aggregates this structured data across your entire meeting history, surfacing trends over time - a recurring risk, a KPI mentioned repeatedly, or a commitment that keeps slipping - that would otherwise stay invisible inside dozens of individual meeting summaries. In 2026, Sembly competes with transcription-first tools like Fireflies and Otter.ai, but positions itself a level up: less "what was said" and more "what does this mean for the business," making it the choice for executives and analysts who need strategic signal, not just searchable notes. Sembly AI pros & cons. Pros. * - Extracts structured business intelligence beyond a basic transcript: decisions made, action items assigned, risks mentioned, and KPIs discussed are all automatically identified and categorized rather than buried in a wall of text * - The 'Glances' feature reveals trends across your entire meeting history over time, so patterns like recurring risks or repeated commitments become visible instead of living inside dozens of separate one-off summaries * - Works across Zoom, Google Meet, Microsoft Teams, and in-person calls, so teams don't need to standardize on a single video platform to get consistent meeting intelligence * - SOC 2 Type II compliance gives it a real edge for business teams with security or procurement requirements that many smaller meeting-note tools simply can't satisfy * - CRM integrations with Salesforce and HubSpot let sales teams pull decisions and commitments straight into deal records without manual re-entry * - Positioned specifically for executives and business analysts who need strategic intelligence from meetings, not just a searchable transcript - a genuinely different use case than most note-taking competitors target * - Searchable meeting history means finding what was decided three months ago about a specific topic doesn't require scrolling through calendar invites trying to remember which call it was Cons. * - More expensive than basic transcription tools - teams that only need a searchable transcript and simple summary will pay for business-intelligence features they may not use * - AI extraction accuracy for decisions, risks, and KPIs varies with meeting quality; messy, unstructured conversations produce less reliable categorization than clean, well-run meetings * - Mobile app is noticeably less polished than the desktop experience, which matters for executives who want to review meeting intelligence between calls on the go * - Free tier is limited, so evaluating the full Glances and business-intelligence extraction properly generally requires committing to a paid plan first * - Value is concentrated for a specific persona - sales leaders, executives, and analysts get the most from decision/risk/KPI extraction, while individual contributors mostly wanting simple notes may find it more tool than they need * - Per-user Team pricing at $30/user/mo can add up quickly for larger teams compared to flatter-rate competitors * - Cross-meeting trend analysis (Glances) needs a meaningful volume of recorded meetings before patterns become genuinely useful, so the value takes time to compound rather than showing up on day one Sembly AI pricing 2026. Sembly uses a freemium model, with paid plans scaling from individual professionals to full teams with CRM integration and compliance needs. Free. * - Limited meeting transcription * - Basic summaries * - Restricted history Testing Sembly before committing Most Common Personal / professional. $15-$29/mo * - Full transcription across Zoom, Meet, Teams * - Decision, action item & risk extraction * - Glances cross-meeting trends * - Searchable meeting history Individuals wanting structured meeting intelligence Team. $30/user/mo * - Everything in Professional * - CRM integration (Salesforce, HubSpot) * - SOC 2 Type II compliance * - Team-wide meeting intelligence Sales and ops teams tracking decisions at scale Sembly AI vs Fireflies vs Otter.ai. | Feature | Sembly AI | Fireflies | Otter.ai | | Decision/risk/KPI extraction | | Core feature | | Basic action items only | | Basic action items only | | Cross-meeting trend analysis | | Glances feature | | Not offered | | Not offered | | CRM integration | | Salesforce, HubSpot | | Salesforce, HubSpot | | Limited | | SOC 2 Type II compliance | | Yes | | Yes | | Yes | | Starting price | $15/mo | Free tier + $10/mo | Free tier + $16.99/mo | | Best fit | Execs & analysts needing business intelligence | Sales teams wanting transcripts + CRM sync | General-purpose meeting transcription | Frequently asked questions. Is Sembly AI worth it? Sembly AI is worth it for executives, business analysts, and sales leaders who need more than a transcript - specifically, structured extraction of decisions, action items, risks, and KPIs discussed across meetings, plus trend visibility over time via the Glances feature. Teams that just want basic call transcription and summaries at the lowest cost may find cheaper alternatives sufficient, since Sembly's premium sits on the business-intelligence layer rather than transcription accuracy alone. How much does Sembly AI cost? Sembly AI offers a limited free tier, a Personal plan around $15/mo, a Professional plan around $29/mo, and a Team plan at $30 per user per month that adds CRM integrations and SOC 2 Type II compliance features suited to larger organizations. Sembly AI vs Fireflies - what's the difference? Fireflies is built primarily around fast, accurate meeting transcription with searchable recordings and solid CRM sync, aimed at a broad range of teams. Sembly goes a step further into structured business intelligence - automatically tagging decisions, risks, and KPIs, and surfacing trends across your entire meeting history through its Glances feature - making it a stronger fit for executives and analysts who need strategic insight rather than just a clean transcript. What is Sembly AI's Glances feature? Glances is Sembly's cross-meeting analysis feature that aggregates structured data (decisions, risks, KPIs, action items) extracted from many individual meetings into trend views over time. Instead of reviewing meetings one at a time, Glances lets you see patterns - like a risk that keeps resurfacing across multiple calls, or a KPI mentioned repeatedly across a quarter of meetings. Does Sembly AI work with Zoom, Teams, and Google Meet? Yes - Sembly AI records and transcribes meetings across Zoom, Google Meet, and Microsoft Teams, as well as in-person conversations, so teams don't need to standardize on a single video conferencing platform to get consistent meeting intelligence. See how Sembly AI stacks up against other AI meeting assistants and transcription tools.