Senior Solution Architect
About the role
Location: Anywhere in the World 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 importa