Work Hard EverywhereJob 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...
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...