5+ years of Sales Engineering experience in B2B SaaS with a focus on Enterprise accounts ($200K+ ACV)
Expertise in MEDDPICC or MEDDIC methodologies, using them to qualify and coach AEs
Proven ability to influence C-suite and VP-level buyers independently
Technical proficiency in AI/ML, engaging with technical stakeholders
Experience managing enterprise-grade CRM integrations, especially Salesforce
Track record of successfully displacing competitors like Gong and Chorus
Responsibilities
Own the technical aspects of sales for strategic Enterprise accounts
Run detailed proof-of-value engagements and convert data into business cases
Build and influence relationships across multi-threaded champion networks
Manage enterprise procurement processes including MSAs and security reviews
Develop competitive differentiation strategies to outperform major rivals
Mentor and onboard new Sales Engineers, sharing best practices
Collaborate with Product Management to relay market insights for product roadmaps
Benefits
Comprehensive total rewards package
Opportunities for mentorship and professional development
Collaborative work environment focusing on innovation
High impact role influencing product directions and strategies
Full Job Description
The Opportunity
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.
Your Impact
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
We're looking for someone who
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
Salary range
OTE Range: $135,000 to $175,000 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.
About Otter.ai
Otter.ai is an AI-powered transcription service that uses machine learning algorithms to transcribe audio and video recordings. The platform is used by businesses, journalists, and other professionals to transcribe interviews, meetings, and other recordings. Otter.ai's platform is designed to be easy to use and offers a range of features, including real-time transcription and collaboration tools.
