Senior Solution Architect

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

Headquarters: Mountain View, CA; Remote

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.

*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.