Enterprise AI Solutions Architect – Pre-Sales Lead

Ali Aydi

Mountain View (CA)

Hybrid

USD 189,000 - 248,000

Full time

2 days ago

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Job summary

Otter.ai is seeking a Senior Solution Architect with deep enterprise pre-sales experience to own the technical sale for complex multi-stakeholder deals and help define how our AI meeting intelligence platform wins against strong competitors.

You will own strategic Enterprise accounts, run sophisticated proof-of-value engagements, map and influence the full buying committee, and navigate procurement with MSAs and SOC 2 reviews.

Qualifications

5+ years of presales experience in B2B SaaS for enterprise deals.
Deep MEDDPICC or MEDDIC fluency and ability to coach AEs.
Experience engaging with C-suite and senior economic buyers.
Technical depth in AI/ML and ability to discuss LLM behavior and data governance.
Experience with enterprise CRM integrations, especially Salesforce.

Responsibilities

Own the technical sale for strategic Enterprise accounts ($200K–$1M+ ACV).
Design proof-of-value engagements and translate POV data into a business case.
Build multi-threaded champion networks across buying committees.
Navigate procurement processes: MSAs, DPAs, SOC 2, security questionnaires.
Shape competitive differentiation and share learnings with the team and product.
Mentor senior SA staff and contribute to onboarding and battlecards.
Collaborate with Product Management to feed field insights into roadmaps.

Skills

Presales in B2B SaaS

MEDDPICC fluency

C-suite engagement

AI/ML depth

Salesforce CRM integrations

Tools

Salesforce CRM

Apex/Connected Apps

Job description

You will own strategic Enterprise accounts, run sophisticated proof-of-value engagements, map and influence the full buying committee, and navigate procurement with MSAs and SOC 2 reviews.

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