Senior Solution Architect

Responsibilities: — Own the technical sale in strategic Enterprise accounts with annual contract values ranging from $200K to over $1M, collaborating closely with Enterprise Account Executives from initial engagement through to signed Master Service Agreements. — Design and manage sophisticated proof-of-value engagements, including creating evaluation frameworks, defining measurable success criteria, managing evaluation committees, and converting proof-of-value data into compelling business cases. — Develop and test multi-threaded champion networks within accounts, mapping and influencing the entire buying committee rather than relying on a single contact. — Navigate enterprise procurement processes, including managing Master Service Agreements, Data Processing Agreements, SOC 2 reviews, and security questionnaires proactively. — Shape Otter AI's competitive differentiation strategy by acting as the field expert on displacing competitors such as Gong, Chorus, and Zoom/Teams AI features in enterprise evaluations. — Mentor Solution Architect team members and contribute to onboarding, demo best practices, and competitive battlecards. — Partner with Product Management to translate field insights from enterprise deals into roadmap inputs. Requirements: — Minimum of 5 years of presales experience in B2B SaaS with proven success in Enterprise deals valued at $200K+ and complex, multi-stakeholder evaluations. — Deep fluency in MEDDPICC or MEDDIC methodologies, with explicit experience preferred; ability to qualify, coach Account Executives, and conduct retrospectives on lost deals. — Proven ability to independently navigate and influence C-suite and VP-level economic buyers. — Technical expertise in AI and Machine Learning, capable of credible discussions with CTOs, data architects, and security teams about large language model behavior, automatic speech recognition accuracy, API architecture, and enterprise data governance. — Experience with enterprise-grade CRM integrations, specifically Salesforce, including understanding Apex, Connected Apps, data model complexity, and conducting deep technical sessions with Salesforce administrators. — Demonstrated track record of competitive displacement against platforms like Gong and Chorus, with the ability to teach others these strategies. Benefits: — Competitive total rewards package including base salary and commission potential. The position is fully remote. Salary range is $189,000 to $248,000 USD per year, inclusive of commission potential. Otter.ai is an equal opportunity employer committed to diversity and inclusivity.