Enterprise AI Solution Architect — Remote

Kenyan Edu

Mountain View (CA)

Hybrid

USD 189,000 - 248,000

Full time

5 days ago

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Job summary

Otter.ai is seeking a Senior Solution Architect to own the technical sale for complex, multi-stakeholder enterprise deals and shape our AI meeting intelligence platform’s success. You will run MEDDPICC-guided value proofs, build champion networks, and navigate procurement processes including MSAs and SOC 2 reviews.

You will articulate AI/ML depth to CTOs and security teams, and influence Salesforce integrations during enterprise evaluations.

Qualifications

5+ years of presales experience in B2B SaaS
Deep MEDDPICC or MEDDIC fluency; able to coach AE and run deal retrospectives
Navigate to and influence C-suite and VP-level economic buyers independently
Technical depth in AI/ML; speak credibly to CTOs, data architects, and security teams about LLMs, API architecture
Experience with enterprise CRM integrations (Salesforce): data model, Apex, Connected Apps

Responsibilities

Own the technical sale in strategic Enterprise accounts ($200K–$1M+ ACV) with Enterprise AEs
Run sophisticated proof-of-value engagements; design evaluation framework and success criteria
Build and test multi-threaded champion networks within accounts and map the full buying committee
Navigate procurement: MSAs, DPAs, SOC 2 reviews, security questionnaires
Shape Otter AI's competitive differentiation and displace competitors in evaluations
Mentor SA team members and contribute to SA onboarding and battlecards
Partner with Product Management to translate field insights into roadmap input