Senior AI Solutions Architect, Enterprise Pre-Sales Remote

Zim Directory

Mountain View (CA)

Ibrido

USD 189.000 - 248.000

Tempo pieno

4 giorni fa

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Descrizione del lavoro

Otter.ai, headquartered in Mountain View with remote options, seeks a Senior Solution Architect to own the technical sale for multi-stakeholder enterprise deals and define how our AI meeting intelligence platform wins against rivals.

You will run proof-of-value engagements, design evaluation frameworks, map buying committees, and navigate contracts (MSAs, DPAs, SOC 2). You will mentor the SA team and feed product roadmap with field insights.

Competenze

5+ years of presales experience in B2B SaaS with enterprise deals.
Deep MEDDPICC or MEDDIC fluency for qualification and coaching.
Ability to engage C-suite and VP-level economic buyers independently.
Technical depth in AI/ML and enterprise data governance.

Mansioni

Own the technical sale in strategic Enterprise accounts ($200K-$1M+ ACV).
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: MSAs, DPAs, SOC 2 reviews, and security questionnaires.
Shape Otter.ai's competitive differentiation strategy against Gong, Chorus, Zoom/Teams.
Mentor SA team members and contribute to SA onboarding and demo best practices.
Partner with Product Management to translate field insights into roadmap input.