Senior Sales Engineer

🕒 July 16

🏄 California – Remote

🏄 California – Remote

💵 $189k - $248k / year

⏰ Full Time

🟠 Senior

💸 Sales Engineer

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Otter.ai

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2016

🤖 Artificial Intelligence

☁️ SaaS

⚡ Productivity

💰 $50M Series B on 2021-02

Artificial Intelligence • SaaS • Productivity

Otter. ai is a company that offers an AI-powered meeting assistant designed to improve productivity and collaboration in meetings. Its innovative solutions provide real-time automatic transcription, note-taking, and summarization of meetings, enabling users to focus on participation rather than note-taking. Otter. ai integrates seamlessly with popular communication platforms such as Zoom, Google Meet, and Microsoft Teams, and offers features to enhance workflows in sales, education, media, and more. With tools like OtterPilot and Otter AI Chat, users can extract insights, automate action items, and stay aligned with teammates through a shared Slack channel and other integrations.

📋 Description

• 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

🎯 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

🏖️ Benefits

• Equal opportunity employer • Celebrate diversity and inclusivity