[Hiring] Senior Sales Engineer @Otter.ai

Role Description

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.

• 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: 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 — map and influence the full buying committee.
• Navigate enterprise procurement: manage MSAs, DPAs, SOC 2 reviews, and security questionnaires proactively.
• Shape Otter AI's competitive differentiation strategy — be the field expert on displacing 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.

Qualifications

• 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 — use it to qualify, coach your AE, and run retrospectives on lost deals.
• Experience navigating to and influencing C-suite and VP-level economic buyers independently.
• Technical depth in AI/ML, able to 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): understand Apex, Connected Apps, data model complexity, and handle deep-dive technical sessions with Salesforce admins.
• A track record of competitive displacement — have beaten Gong, Chorus, or enterprise platforms in head-to-head evaluations.

Benefits

• OTE Range: $189,000 to $248,000 USD per year (potential inclusive of commission).
• The actual base salary offered for the role is dependent on several factors.
• Comprehensive total rewards package.

Company Description

We are in the business of shaping the future of work. Our mission is to make conversations more valuable.

• With 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.
• The company is backed by early investors in Google, DeepMind, Zoom, and Tesla.
• Otter.ai is an equal opportunity employer, celebrating diversity and dedicated to inclusivity.