<p> <strong>Headquarters:</strong> Mountain View, CA; Remote </p> <div class="c-virtual_list__item"> <div class="c-message_kit__background c-message_kit__background--hovered p-message_pane_message__message c-message_kit__message"> <div class="c-message_kit__hover c-message_kit__hover--hovered"> <div class="c-message_kit__actions c-message_kit__actions--default"> <div class="c-message_kit__gutter"> <div class="c-message_kit__gutter__right"> <div class="c-message_kit__blocks c-message_kit__blocks--rich_text"> <div class="c-message__message_blocks c-message__message_blocks--rich_text"> <div class="p-block_kit_renderer"> <div class="p-block_kit_renderer__block_wrapper p-block_kit_renderer__block_wrapper--first"> <div class="p-rich_text_block"> <div class="p-rich_text_section"> <div> <div> <h4><span><strong>The Opportunity</strong></span></h4> <p>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.</p> </div> <span><strong>Your Impact</strong></span> <ul> <li>Own the technical sale in strategic Enterprise accounts ($200K–$1M+ ACV), partnering with Enterprise AEs from first engagement through signed MSA</li> <li>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</li> <li>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</li> <li>Navigate enterprise procurement: MSAs, DPAs, SOC 2 reviews, and security questionnaires are part of your deal, and you manage them proactively</li> <li>Shape Otter AI's competitive differentiation strategy — you are the field expert on how to displace Gong, Chorus, and Zoom/Teams AI fea