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Senior Solution Architect

Otter.ai· Revenue
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Hybrid (Mountain View, CA)$189k - $248kfull-timePosted 3mo ago

About the role

Senior Solution Architect with enterprise pre-sales experience to own the technical sale for complex, multi-stakeholder deals and help define how Otter AI wins against competitors in the AI meeting intelligence space.

Responsibilities

  • 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: design evaluation framework, define measurable success criteria, manage evaluation committee, convert POV data into closing business case
  • Build and test multi-threaded champion networks within accounts; map and influence full buying committee
  • Navigate enterprise procurement: MSAs, DPAs, SOC 2 reviews, security questionnaires, proactively manage them
  • Shape Otter AI's competitive differentiation strategy; 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; enterprise deals are a key signal

Qualifications

  • 5+ years of presales experience in B2B SaaS, with success in Enterprise deals ($200K+ ACV) and complex, multi-stakeholder evaluations
  • Deep MEDDPICC or MEDDIC fluency; explicit MEDDPICC experience strongly preferred
  • Ability to influence C-suite and VP-level economic buyers independently
  • Technical depth in AI/ML; able to discuss LLM behavior, ASR accuracy, API architecture, and enterprise data governance with CTOs, data architects, and security teams
  • Experience with enterprise-grade CRM integrations (Salesforce): Apex, Connected Apps, data model complexity, and deep-dive technical sessions with Salesforce admins
  • Track record of competitive displacement (beating Gong, Chorus, or similar) and ability to teach others

Skills

Required:Enterprise pre-sales / solution architectureMEDDPICC / MEDDIC methodologyStakeholder management (C-suite exposure)AI/ML technical depth
Nice to have:Salesforce / CRM integration
Last updated Aug 5, 2026. Interested? Apply on the company site.

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