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# Solution Architect

- **Company:** OTTER, INC.
- **Location:** United States
- **Experience:** Expert
- **Salary:** $189,000.0 - $248,000.0
- **Contract:** Permanent contract
- **Skills:** Artificial Intelligence, Data Governance, Salesforce.Com, Apex Code, Multithreading, Large Language Models, Api Design
- **Published:** September 4, 2026
- **Apply:** https://startup.jobs/senior-solution-architect-otterai-8756257

## About the Role

* 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

## Description

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


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