Senior Solution Architect, Otter.ai
$189-248k
OTE
Potential inclusive of commission
AI notetaker, transcription & insights
Open for applications
AI notetaker, transcription & insights
201-500 employees
Open for applications
$189-248k
OTE
Potential inclusive of commission
201-500 employees
Company mission
To create smarter tools that free people up to do their best work.
Role
Who you are
- 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
What the job involves
- We are seeking a talented Senior Sales Engineer 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 SE team members and contribute to SE 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
Our take
Otter specifically thought of business professionals who are running from one meeting to the next, while juggling multiple projects with various teams. The company's technology integrates with platforms like Zoom, providing a way to record meetings and convert speech to text in real-time. It then streamlines communications for smarter, more collaborative, and more productive meetings—the first use of conversational AI to turn meetings into an actionable workflow.
This allows people to benefit from captioning, as well as teams to have a written record of the conversation, which can be edited and shared. Its AI can also highlight and comment on important sections of a meeting transcript, and automatically tag action items. In addition to businesses, students and universities – including UCLA, Tulane, and Western Kentucky – use the tool to increase accessibility.
The platform is used in more than 230 countries and has transcribed over 100 million meetings. Otter is far from alone in the audio transcription market, estimated to be worth nearly $41.89 billion by 2030, with Google’s free transcription tool posing a potential threat, as well as competitors such as Rev.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
27% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Feb 2021
$10m
CONVERTIBLE
Feb 2021
$40m
SERIES B
Total funding: $73m
Company benefits
- Compensation: With highly competitive salaries and equity option packages, everyone's an owner here.
- Hybrid Working: You can mix and match working from our Mountain View or San Francisco office, plus a couple days from home.
- Social Gatherings: Quarterly gatherings in the Bay Area for some team real fun and authentic connection.
- Health and Wellness: Comprehensive medical, dental, vision, life insurance, disability, and wellness benefits that start the first day you do.
- PTO: Start with a minimum of 15 days of paid time off, plus up to 18 weeks for maternity leave and 8 weeks for paternity leave.
- 401(k): Plans to help meet your retirement goals because we care about your future.
Company HQ
Old Mountain View, Mountain View, CA
Leadership
Sam Liang
(Co-Founder & CEO)Earned a PhD from Stanford and then joined Cisco as a Senior Software Engineer. Worked as a Tech Lead at Google and is a member of the Forbes Technology Council.
Yun Fu
(Co-Founder & CTO)Has a PhD in Computer Science from Duke. Worked as Yahoo's Principal Software Engineer and was Head of Infrastructure at Particle Media.
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