Product jobs › Senior Solution ArchitectSenior Solution Architect Otter.ai · Remote - Worldwide · Product
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
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