Otter.ai
Senior Solution Architect
$189K–$248K
Mountain View, CA +2 · Remote · Senior · Full-time · Posted Jul 15, 2026
- Location
- Mountain View, CA
Remote
Mountain View, CA - Experience
- 5+ years of presales experience in B2B SaaS.
About the job
Own the technical sale of Otter.ai’s AI meeting intelligence platform in strategic enterprise accounts, from initial engagement through signed agreement.
What you'll do
- Lead proof-of-value evaluations, manage buying committees, and build business cases to close deals.
- Navigate enterprise procurement and security reviews, and develop competitive displacement strategies.
- Mentor solution architects and partner with Product Management to share field insights and inform the roadmap.
What they ask for
- 5+ years of B2B SaaS presales experience, including successful enterprise deals of $200K+ ACV and complex evaluations.
- Ability to influence C-suite and VP-level economic buyers independently.
- Technical depth in AI/ML, including LLM behavior, ASR accuracy, API architecture, and enterprise data governance.
- Experience with Salesforce integrations, including Apex, Connected Apps, and data models.
Nice to have
- Explicit MEDDPICC methodology experience.
- Track record of displacing Gong, Chorus, or other enterprise platforms in competitive evaluations.
Pay
OTE: $189,000 to $248,000 USD per year (total pay; potential inclusive of commission)
Tools
AI/ML, LLM, ASR, API, Salesforce, Apex, Connected Apps, MEDDPICC
AI focus
Sell Otter.ai’s AI meeting intelligence platform and explain AI/ML capabilities, including LLM behavior and ASR accuracy, to enterprise stakeholders.
Model-written summary · the original posting is authoritative