Job Description
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.
Job Tags
Permanent employment, Full time