{"id":1248242,"url":"https://alion.io/job/otter-ai-senior-solution-architect","title":"Senior Solution Architect","company":{"id":4466,"name":"Otter.ai","domain":"otter.ai","url":"https://alion.io/company/otter-ai","size_band":"11-50","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"C","score":62,"open_postings":19,"ghost_share":0.632,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":null,"computed_at":"2026-10-17T05:46:00Z"}},"role":"Solutions","role_family":"Solutions","seniority":"staff","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Mountain View, United States"],"countries":["US"],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":200000,"max":null,"currency":"USD","period":"year","gross":null,"usd_annual":200000},"salary_estimate":null,"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Apex","optional":false},{"name":"LLM","optional":false},{"name":"SOC 2","optional":false},{"name":"Speech Recognition","optional":false}],"status":"live","first_seen_at":"2026-07-15T22:33:16Z","employer_posted_date":"2026-08-04","last_verified_at":"2026-10-17T15:05:14Z","board_verified":true,"closed_at":null,"days_open":93,"trust":{"level":"ghost","repost_count":0,"flags":["stale","company_stale"],"days_open":93},"description":"The Opportunity\nWe are seeking a talented Senior Solution Architect 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.\nYour Impact\nOwn the technical sale in strategic Enterprise accounts ($200K-$1M+ ACV), partnering with Enterprise AEs from first engagement through signed MSA\nRun 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\nBuild and test multi-threaded champion networks within accounts - you don't rely on a single contact; you map and influence the full buying committee\nNavigate enterprise procurement: MSAs, DPAs, SOC 2 reviews, and security questionnaires are part of your deal, and you manage them proactively\nShape 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\nMentor SA team members and contribute to SA onboarding, demo best practices, and competitive battlecards\nPartner with Product Management to translate field insights into roadmap input - your enterprise deals are the most important signal we have\nWe're looking for someone who\n5+ years of presales experience in B2B SaaS, with demonstrated success in Enterprise deals ($200K+ ACV) and complex, multi-stakeholder evaluations\nDeep 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.\nYou've navigated to and influenced C-suite and VP-level economic buyers independently, not just via your AE\nTechnical 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\nExperience 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\nA track record of competitive displacement - you've beaten Gong, Chorus, or enterprise platforms in head-to-head evaluations and you can teach others how\nAbout Otter.ai \nWe are in the business of shaping the future of work. Our mission is to make conversations more valuable.\nWith over 1B meetings transcribed, Otter.ai is the world’s leading tool for meeting transcription, summarization, and collaboration. Using artificial intelligence, Otter generates real-time automated meeting notes, summaries, and other insights from in-person and virtual meetings - turning meetings into accessible, collaborative, and actionable data that can be shared across teams and organizations. The company is backed by early investors in Google, DeepMind, Zoom, and Tesla.\nOtter.ai is an equal opportunity employer. We proudly celebrate diversity and are dedicated to inclusivity.\n*Otter.ai does not accept unsolicited resumes from 3rd party recruitment agencies without a written agreement in place for permanent placements. Any resume or other candidate information submitted outside of established candidate submission guidelines (including through our website or via email to any Otter.ai employee) and without a written agreement otherwise will be deemed to be our sole property, and no fee will be paid should we hire the candidate.\nSalary range\nOTE Range: $189,000 to $248,000 USD per year **potential inclusive of commission**\nThis 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.","description_format":"text","description_chars":3901,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Office & Productivity Software","Speech & Audio AI","Transcription Services"],"lifecycle":[{"event":"open","at":"2026-09-25T18:10:52Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 36 · green card filings: 4","filings_12m":36,"filings_prev_12m":24,"green_card_filings_12m":4,"median_offered_wage_usd":189000,"route":null,"cap_exempt":false,"checked_at":"2026-10-15T11:24:14+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)","US Department of Labor: PERM disclosure data (green cards)"],"filings_for_role_12m":0}],"liveness":{"score":7,"band":"cold","label":"Long shot","p_open":1,"p_active":0.265,"p_room":0.28,"age_days":93,"expected_fill_days":7,"reasons":["conf:0","stale_co","velocity","ghost","win:tail","crowd:"],"computed_at":"2026-10-17T05:46:00Z"},"pay":{"stated_usd_annual":200000,"is_top_pay":true},"html_url":"https://alion.io/job/otter-ai-senior-solution-architect","json_url":"https://alion.io/job/otter-ai-senior-solution-architect.json","meta":{"generated_at":"2026-10-17T15:31:13Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":21029,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-18T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":4466},"rest":"https://alion.io/mcp/rest/get_company?id=4466"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fotter-ai-senior-solution-architect"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fotter-ai-senior-solution-architect"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fotter-ai-senior-solution-architect"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/otter-ai-senior-solution-architect\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fotter-ai-senior-solution-architect"}]}