Note: The job is a remote job and is open to candidates in USA. Otter.ai is in the business of shaping the future of work. They are seeking a talented Senior Sales Engineer with deep enterprise pre-sales experience to own the technical sale for complex, multi-stakeholder deals and help define competitive differentiation strategies.
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
Skills
- 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
- 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
- Explicit MEDDPICC methodology experience is strongly preferred
Company Overview
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