Senior Solution Architect

Ali Aydi; Mountain View (CA); Hybride; USD 189 000 - 248 000; Plein temps

Résumé du poste

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.

Responsabilités

• 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.

Connaissances

Presales in B2B SaaS

MEDDPICC fluency

C-suite engagement

AI/ML depth

Salesforce CRM integrations

Outils

Salesforce CRM

Apex/Connected Apps

Description du poste

We are seeking a talented Senior Solution Architect with deep enterprise pre-sales experience who wants to own the technical sale for complex, multi-stakeholder deals and help define how our AI meeting intelligence platform wins against the market's toughest competitors.

Your Impact

• Own the technical sale in strategic Enterprise accounts ($200K-$1M+ ACV), partnering with Enterprise AEs from first engagement through signed MSA
• Run sophisticated proof-of-value engagements: you design the evaluation framework, define measurable success criteria, manage the evaluation committee, and convert POV data into a closing business case
• Build and test multi-threaded champion networks within accounts - you don't rely on a single contact; you map and influence the full buying committee
• Navigate enterprise procurement: MSAs, DPAs, SOC 2 reviews, and security questionnaires are part of your deal, and you manage them proactively
• Shape Otter AI's competitive differentiation strategy - you are the field expert on how to displace Gong, Chorus, and Zoom/Teams AI features in enterprise evaluations
• Mentor SA team members and contribute to SA onboarding, demo best practices, and competitive battlecards
• Partner with Product Management to translate field insights into roadmap input - your enterprise deals are the most important signal we have

We're looking for someone who

• 5+ years of presales experience in B2B SaaS, with demonstrated success in Enterprise deals ($200K+ ACV) and complex, multi-stakeholder evaluations
• Deep MEDDPICC or MEDDIC fluency - not just familiarity. You use it to qualify, coach your AE, and run retrospectives on lost deals. Explicit MEDDPICC methodology experience is strongly preferred.
• You've navigated to and influenced C-suite and VP-level economic buyers independently, not just via your AE
• Technical depth in AI/ML , you can speak credibly to CTOs, data architects, and security teams about LLM behavior, ASR accuracy, API architecture, and enterprise data governance
• Experience with enterprise-grade CRM integrations (Salesforce, specifically): you understand Apex, Connected Apps, data model complexity, and can handle deep-dive technical sessions with Salesforce admins
• A track record of competitive displacement - you've beaten Gong, Chorus, or enterprise platforms in head-to-head evaluations and you can teach others how

About Otter.ai

We are in the business of shaping the future of work. Our mission is to make conversations more valuable.

With over 1B meetings transcribed, Otter.ai is the worlds leading tool for meeting transcription, summarization, and collaboration. Using artificial intelligence, Otter generates real-time automated meeting notes, summaries, and other insights from in-person and virtual meetings - turning meetings into accessible, collaborative, and actionable data that can be shared across teams and organizations. The company is backed by early investors in Google, DeepMind, Zoom, and Tesla.

Otter.ai is an equal opportunity employer. We proudly celebrate diversity and are dedicated to inclusivity.

*Otter.ai does not accept unsolicited resumes from 3rd party recruitment agencies without a written agreement in place for permanent placements. Any resume or other candidate information submitted outside of established candidate submission guidelines (including through our website or via email to any Otter.ai employee) and without a written agreement otherwise will be deemed to be our sole property, and no fee will be paid should we hire the candidate.

Salary range

OTE Range: $189,000 to $248,000 USD per year potential inclusive of commission

This salary range represents the low and high end of the estimated salary range for this position. The actual base salary offered for the role is dependent based on several factors. Our base salary is just one component of our comprehensive total rewards package.

Tags

Product

Details

Who may apply Anywhere — no restriction stated by the employer As the board states it — check the description for country or time-zone limits.

Other requirements Applicant location: probably anywhere (no restriction stated)