Senior Sales Engineer

Otter.ai • Mountain View, CA

1d • $135,000 - $175,000

About The Position

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.

Requirements

• 5+ years of SE 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

Responsibilities

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed