Senior Sales Engineer

This is a fully remote position, open to applicants in California.

📋 Description

• Take charge of the technical sales process in key Enterprise accounts ($200K–$1M+ ACV), collaborating with Enterprise AEs from initial engagement to the execution of the signed MSA.

• Execute complex proof-of-value engagements: you will establish the evaluation framework, set measurable success criteria, oversee the evaluation committee, and transform POV data into a compelling business case.

• Develop and test multi-threaded champion networks within accounts — you do not depend on a single contact; instead, you identify and influence the entire buying committee.

• Manage enterprise procurement processes: MSAs, DPAs, SOC 2 reviews, and security questionnaires are integral to your deals, which you handle proactively.

• Contribute to shaping Otter AI's competitive differentiation strategy — you will be the field authority on how to displace Gong, Chorus, and Zoom/Teams AI features during enterprise evaluations.

• Provide mentorship to SE team members and assist in SE onboarding, demo best practices, and the creation of competitive battlecards.

• Collaborate with Product Management to convert field insights into roadmap contributions — your enterprise deals serve as the most critical feedback we receive.

⛳️ Requirements

• A minimum of 5 years of SE experience in B2B SaaS, with a proven track record in Enterprise deals ($200K+ ACV) and navigating complex, multi-stakeholder evaluations.

• Profound fluency in MEDDPICC or MEDDIC — beyond mere familiarity. You utilize it to qualify leads, coach your AE, and conduct retrospectives on lost deals. Explicit experience with the MEDDPICC methodology is highly preferred.

• Experience in engaging with and influencing C-suite and VP-level economic buyers independently, not solely through your AE.

• Technical expertise in AI/ML, enabling you to engage in credible discussions with CTOs, data architects, and security teams regarding LLM behavior, ASR accuracy, API architecture, and enterprise data governance.

• Familiarity with enterprise-grade CRM integrations (specifically Salesforce): you comprehend Apex, Connected Apps, data model complexities, and can conduct in-depth technical sessions with Salesforce administrators.

• A history of competitive displacement — you have successfully outperformed Gong, Chorus, or other enterprise platforms in direct evaluations and can impart this knowledge to others.

🏝️ Benefits

• Equal opportunity employer

• Celebrate diversity and inclusivity