Job
Senior Solution Architect
Otter.ai
About
Otter.ai is seeking a Senior Solution Architect with enterprise pre-sales experience to own technical sales for complex deals and demonstrate AI meeting intelligence capabilities.
Requirements
- 5+ years of presales experience in B2B SaaS with enterprise deals ($200K+ ACV)
- Deep MEDDPICC or MEDDIC fluency
- Technical depth in AI/ML (LLMs, ASR, APIs, data governance)
- Experience with enterprise-grade CRM integrations, specifically Salesforce
- Track record of competitive displacement in enterprise evaluations
Responsibilities
- Own the technical sale in strategic Enterprise accounts ($200K–$1M+ ACV)
- Run sophisticated proof-of-value engagements
- Build and test multi-threaded champion networks within target accounts
- Navigate enterprise procurement including MSAs, DPAs, and security questionnaires
- Shape Otter AI's competitive differentiation strategy
- Mentor SA team members and partner with Product Management on roadmap input
Benefits
- Comprehensive total rewards package
- Inclusive and diverse work culture
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