Enterprise AI Solution Architect — Pre-Sales Leader

Otter.ai; Mountain View (CA); On-site; USD 189,000 - 248,000; Full time

Job summary

Otter.ai seeks a Senior Solution Architect to own the technical sale for complex, multi-stakeholder enterprise deals. You will run POVs, design evaluation frameworks, and lead the buying committee to close multi-hundred-thousand dollar contracts.

You will influence C-suite buyers, articulate AI/ML capabilities, and address security and data governance during enterprise evaluations. Join a team shaping the future of meeting intelligence.

Qualifications

• 5+ years of presales experience in B2B SaaS with Enterprise deals ($200K+ ACV) and multi-stakeholder evaluations.
• Deep MEDDPICC or MEDDIC fluency used to qualify, coach AEs, and retrospectives on lost deals.
• Navigated to and influenced C-suite and VP-level economic buyers independently.
• Technical depth in AI/ML; speak credibly to CTOs, data architects, and security teams.
• Experience with enterprise CRM integrations (Salesforce) incl. Apex.
• Track record of competitive displacement against Gong or Chorus.

Responsibilities

• Own the technical sale in strategic Enterprise accounts from first engagement to signed MSA.
• Run sophisticated proof-of-value engagements and convert POV data into a closing business case.
• Build and test multi-threaded champion networks within accounts.
• Navigate enterprise procurement processes, MSAs, DPAs, SOC 2, and security questionnaires.
• Shape Otter AI's competitive differentiation strategy against Gong, Chorus, and Teams AI.
• Mentor SA team members and contribute to onboarding, demos, and battlecards.
• Partner with Product Management to translate field insights into roadmap input.

Skills

MEDDPICC fluency

Executive influence

AI/ML depth

Salesforce CRM

Enterprise deals

POV design

Tools

Salesforce Apex

Job description

Otter.ai seeks a Senior Solution Architect to own the technical sale for complex, multi-stakeholder enterprise deals. You will run POVs, design evaluation frameworks, and lead the buying committee to close multi-hundred-thousand dollar contracts.

You will influence C-suite buyers, articulate AI/ML capabilities, and address security and data governance during enterprise evaluations. Join a team shaping the future of meeting intelligence.