Senior Solution Architect

About the Role

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 security teams a

Requirements & Qualifications

• Strong problem solving foundations, knowledge of modern engineering practices, and interest in technology systems.

Perks & Benefits

• Official mentor support
• verified hiring timeline
• and career progression.