Senior AI Solution Architect - Enterprise Pre-Sales (Remote)

Otter.ai; United States; Remote; USD 189,000 - 248,000; Full time

Job summary

Otter.ai, headquartered in Mountain View, CA with remote work, seeks a Senior Solution Architect to own technical sales in major Enterprise accounts. You will run complex POVs, map buying committees, and drive procurement readiness while shaping differentiation against key competitors.

You will mentor the SA team, partner with Product Management, and advance enterprise deployment for AI-powered meeting intel. Strong MEDDPICC experience and deep AI/ML knowledge are essential.

Qualifications

• 5+ years of presales experience in B2B SaaS and enterprise deals.
• Deep MEDDPICC or MEDDIC fluency and structured use in deals.
• Ability to engage economic buyers at C-suite/VP level independently.
• Technical depth in AI/ML, LLMs, API architecture and data governance.
• Experience with Salesforce CRM integrations and Apex.

Responsibilities

• Own the technical sale in strategic Enterprise accounts ($200K–$1M+ ACV).
• Run proof-of-value engagements with defined success criteria and closing business case.
• Build multi-threaded champion networks across buying committees.
• Navigate procurement processes (MSAs, DPAs, SOC 2, security questionnaires).
• Shape Otter.ai's differentiation against Gong/Chorus/Zoom/Teams in evaluations.
• Mentor SA team and contribute to onboarding and battlecards.
• Collaborate with Product Management to translate field insights into roadmap input.

Skills

MEDDPICC

C-suite engagement

AI/ML depth

Salesforce integration

Competitive displacement

Tools

Salesforce

Job description

Otter.ai, headquartered in Mountain View, CA with remote work, seeks a Senior Solution Architect to own technical sales in major Enterprise accounts. You will run complex POVs, map buying committees, and drive procurement readiness while shaping differentiation against key competitors.

You will mentor the SA team, partner with Product Management, and advance enterprise deployment for AI-powered meeting intel. Strong MEDDPICC experience and deep AI/ML knowledge are essential.