Job description

The Opportunity We are seeking a talented Senior Solution Architect with deep enterprise pre-sales experience who wants to own the technical sale for complex, multi-stakeholder deals and help define how our AI meeting intelligence platform wins against the market's toughest competitors. Your Impact Own the technical sale in strategic Enterprise accounts ($200K–$1M+ ACV), partnering with Enterprise AEs from first engagement through signed MSA Run sophisticated proof-of-value engagements: you design the evaluation framework, define measurable success criteria, manage the evaluation committee, and convert POV data into a closing business case Build and test multi-threaded champion networks within accounts — you don't rely on a single contact; you map and influence the full buying committee Navigate enterprise procurement: MSAs, DPAs, SOC 2 reviews, and security questionnaires are part of your deal, and you manage them proactively Shape Otter AI's competitive differentiation strategy — you are the field expert on how to displace Gong, Chorus, and Zoom/Teams AI features in enterprise evaluations Mentor SA team members and contribute to SA onboarding, demo best practices, and competitive battlecards Partner with Product Management to translate field insights into roadmap input — your enterprise deals are the most important signal we have We're looking for someone who 5+ years of presales experience in B2B SaaS, with demonstrated success in Enterprise deals ($200K+ ACV) and complex, multi-stakeholder evaluations Deep MEDDPICC or MEDDIC fluency — not just familiarity. You use it to qualify, coach your AE, and run retrospectives on lost deals. Explicit MEDDPICC methodology experience is strongly preferred. You've navigated to and influenced C-suite and VP-level economic buyers independently, not just via your AE Technical depth in AI/ML , you can speak credibly to CTOs, data architects, and security teams about LLM behavior, ASR accuracy, API architecture, and enterprise data governance Experience with enterprise-grade CRM integrations (Salesforce, specifically): you understand Apex, Connected Apps, data model complexity, and can handle deep-dive technical sessions with Salesforce admins A track record of competitive displacement — you've beaten Gong, Chorus, or enterprise platforms in head-to-head evaluations and you can teach others how About Otter.ai We are in the business of shaping the future of work. Our mission is to make conversations more valuable. With over 1B meetings transcribed, Otter.ai is the world’s leading tool for meeting transcription, summarization, and collaboration. Using artificial intelligence, Otter generates real-time automated meeting notes, summaries, and other insights from in-person and virtual meetings - turning meetings into accessible, collaborative, and actionable data that can be shared across teams and organizations. The company is backed by early investors in Google, DeepMind, Zoom, and Tesla. Otter.ai is an equal opportunity employer. We proudly celebrate diversity and are dedicated to inclusivity. *Otter.ai does not accept unsolicited resumes from 3rd party recruitment agencies without a written agreement in place for permanent placements. Any resume or other candidate information submitted outside of established candidate submission guidelines (including through our website or via email to any Otter.ai employee) and without a written agreement otherwise will be deemed to be our sole property, and no fee will be paid should we hire the candidate. Salary range OTE Range: $189,000 to $248,000 USD per year **potential inclusive of commission** This salary range represents the low and high end of the estimated salary range for this position. The actual base salary offered for the role is dependent based on several factors. Our base salary is just one component of our comprehensive total rewards package.

Requirements

Must-haves

Own the technical sale in strategic Enterprise accounts ($200K–$1M+ ACV), partnering with Enterprise AEs from first engagement through signed MSA
Run sophisticated proof-of-value engagements: you design the evaluation framework, define measurable success criteria, manage the evaluation committee, and convert POV data into a closing business case
Build and test multi-threaded champion networks within accounts — you don't rely on a single contact; you map and influence the full buying committee
Navigate enterprise procurement: MSAs, DPAs, SOC 2 reviews, and security questionnaires are part of your deal, and you manage them proactively
Shape Otter AI's competitive differentiation strategy — you are the field expert on how to displace Gong, Chorus, and Zoom/Teams AI features in enterprise evaluations
Mentor SA team members and contribute to SA onboarding, demo best practices, and competitive battlecards
Partner with Product Management to translate field insights into roadmap input — your enterprise deals are the most important signal we have
We're looking for someone who
5+ years of presales experience in B2B SaaS, with demonstrated success in Enterprise deals ($200K+ ACV) and complex, multi-stakeholder evaluations
You've navigated to and influenced C-suite and VP-level economic buyers independently, not just via your AE
Technical depth in AI/ML , you can speak credibly to CTOs, data architects, and security teams about LLM behavior, ASR accuracy, API architecture, and enterprise data governance
Experience with enterprise-grade CRM integrations (Salesforce, specifically): you understand Apex, Connected Apps, data model complexity, and can handle deep-dive technical sessions with Salesforce admins
A track record of competitive displacement — you've beaten Gong, Chorus, or enterprise platforms in head-to-head evaluations and you can teach others how

Nice-to-haves

Deep MEDDPICC or MEDDIC fluency — not just familiarity. You use it to qualify, coach your AE, and run retrospectives on lost deals. Explicit MEDDPICC methodology experience is strongly preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

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Platform: greenhouse
Effort: quick