Senior Solution Architect

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.

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

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