Senior Solution Architect
At a glance
Senior role at otterai. Remote, United States · $189,000–$248,000 OTE.
remoteroles summary, based on the employer's posting.
What you'll do
- Guide enterprise opportunities from the first customer conversation through contract signing, alongside account executives
- Set evaluation plans and success measures, coordinate stakeholder groups, and turn proof-of-value findings into a business case
- Build relationships across each buying committee and steer procurement reviews covering contracts, privacy, and security
- Show how the product compares with Gong, Chorus, and Zoom or Teams AI, then share competitive guidance with the team
- Coach solution architects and feed enterprise customer insights to product management
What you bring
- At least five years in B2B SaaS presales, with wins in enterprise deals and complex evaluations
- Strong working command of MEDDPICC or MEDDIC, including deal qualification, AE coaching, and lost-deal reviews
- You can engage senior economic buyers directly and explain AI/ML, LLM behavior, speech recognition accuracy, APIs, and data governance
- You have Salesforce integration depth, including Apex, Connected Apps, and data models, plus experience displacing competitors
Who this fits
This senior role suits an enterprise presales architect who can lead complex technical evaluations and mentor other solution architects. The position is remote and based in Mountain View, United States.
From the employer
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.
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