Remote opportunity at
Otter.aiSenior Solution Architect
Otter.ai seeks a Senior Solution Architect for a full-time, remote position to manage the technical sales cycle for complex, multi-stakeholder enterprise contracts. Operating in the AI…
Career Tools
About This Role
Otter.ai seeks a Senior Solution Architect for a full-time, remote position to manage the technical sales cycle for complex, multi-stakeholder enterprise contracts. Operating in the AI meeting intelligence sector, Otter.ai uses artificial intelligence to deliver real-time automated transcription, summaries, and meeting insights. The company is backed by early investors in Google, DeepMind, Zoom, and Tesla, and has transcribed over one billion meetings. This role suits an experienced pre-sales professional with…
Job Description
Otter.ai seeks a Senior Solution Architect for a full-time, remote position to manage the technical sales cycle for complex, multi-stakeholder enterprise contracts. Operating in the AI meeting intelligence sector, Otter.ai uses artificial intelligence to deliver real-time automated transcription, summaries, and meeting insights. The company is backed by early investors in Google, DeepMind, Zoom, and Tesla, and has transcribed over one billion meetings.
This role suits an experienced pre-sales professional with a background in B2B software who wants to lead technical evaluations, build champion networks, and shape competitive strategies against market alternatives. The position involves partnering with enterprise account executives from the initial pitch through signed master services agreements, managing proof-of-value engagements, addressing security reviews, and mentoring team members. The annual OTE salary range is USD 189,000 to 248,000.
Responsibilities
- Manage technical sales in strategic enterprise accounts ranging from USD 200K to over USD 1M in annual contract value alongside enterprise account executives.
- Design evaluation frameworks, set measurable success criteria, oversee evaluation committees, and transform proof-of-value data into business cases.
- Develop multi-threaded champion networks and influence buying committees within target accounts.
- Handle enterprise procurement details including master services agreements, data processing agreements, SOC 2 reviews, and security questionnaires.
- Define competitive differentiation strategies against rivals like Gong, Chorus, and native Zoom or Microsoft Teams features.
- Mentor other solution architects, contribute to onboarding, and establish demo best practices and competitive battlecards.
- Collaborate with product management to relay field insights for future product roadmaps.
Requirements
- Minimum of 5 years of pre-sales experience within B2B software.
- Demonstrated history of success managing enterprise deals valued at USD 200K or more with complex buying committees.
- Fluency in MEDDPICC or MEDDIC methodologies for qualification, coaching, and deal retrospectives.
- Ability to independently reach and influence C-suite and VP-level economic buyers.
- Technical familiarity with AI and machine learning concepts such as large language model behavior, automatic speech recognition accuracy, API architecture, and enterprise data governance.
- Familiarity with enterprise CRM integrations including Salesforce, Apex, Connected Apps, and data models.
Qualifications
- Explicit methodology experience using MEDDPICC strongly preferred.
- Proven track record of beating competitors like Gong or Chorus in head-to-head evaluations.
Core Skills
Benefits
- Comprehensive total rewards package that includes an estimated annual OTE salary range of USD 189,000 to USD 248,000.
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this position remote?
Yes, the posting explicitly lists the location as remote.
What is the salary range for the Senior Solution Architect role?
The total estimated OTE salary range is USD 189,000 to USD 248,000 per year, which includes commission.
What kind of experience is required for this job?
Candidates must have at least 5 years of pre-sales experience in B2B software, fluency in MEDDPICC or MEDDIC methodologies, technical understanding of AI and machine learning, and experience with enterprise-grade CRM integrations like Salesforce.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.