Senior Solution Architect

Otter.ai; Mountain View (CA); Vor Ort; USD 189.000 - 248.000; Vollzeit

Zusammenfassung

Otter.ai seeks a Senior Solution Architect to own the technical sale for complex, multi-stakeholder enterprise deals. You will run POVs, design evaluation frameworks, and lead the buying committee to close multi-hundred-thousand dollar contracts.

You will influence C-suite buyers, articulate AI/ML capabilities, and address security and data governance during enterprise evaluations. Join a team shaping the future of meeting intelligence.

Qualifikationen

• 5+ years of presales experience in B2B SaaS with Enterprise deals ($200K+ ACV) and multi-stakeholder evaluations.
• Deep MEDDPICC or MEDDIC fluency used to qualify, coach AEs, and retrospectives on lost deals.
• Navigated to and influenced C-suite and VP-level economic buyers independently.
• Technical depth in AI/ML; speak credibly to CTOs, data architects, and security teams.
• Experience with enterprise CRM integrations (Salesforce) incl. Apex.
• Track record of competitive displacement against Gong or Chorus.

Aufgaben

• Own the technical sale in strategic Enterprise accounts from first engagement to signed MSA.
• 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 processes, MSAs, DPAs, SOC 2, and security questionnaires.
• Shape Otter AI's competitive differentiation strategy against Gong, Chorus, and Teams AI.
• Mentor SA team members and contribute to onboarding, demos, and battlecards.
• Partner with Product Management to translate field insights into roadmap input.

Kenntnisse

MEDDPICC fluency

Executive influence

AI/ML depth

Salesforce CRM

Enterprise deals

POV design

Tools

Salesforce Apex

Jobbeschreibung

The Opportunity

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 world’s 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.

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.