Otterai

Otterai

Senior Sales Engineer

Mountain View, CA; Remote · Senior

Sponsorship not specified$189k-$248kDetected 12 hours ago
Machine LearningLLMsComplianceSalesforceCRMSalesProcurement

About the role

  • 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.

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
  • Partner with Product Management to translate field insights into roadmap input - your enterprise deals are the most important signal we have

Requirements

  • 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
  • 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

Nice to have

  • 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
  • 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

Compensation

  • OTE Range: $189,000 to $248,000 USD per year **potential inclusive of commission**
  • This salary range represents the low and high end of the estimated salary range for this position.
  • The actual base salary offered for the role is dependent based on several factors.
  • Our base salary is just one component of our comprehensive total rewards package.

Company info

  • Navigate enterprise procurement: MSAs, DPAs, SOC 2 reviews, and security questionnaires are part of your deal, and you manage them proactively
  • We're looking for someone who
  • We are in the business of shaping the future of work.
  • Our mission is to make conversations more valuable.

Equal opportunity

  • Otter.ai is an equal opportunity employer.
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