Senior Sales Engineer

Otter.ai

Senior Sales Engineer responsible for complex enterprise sales and technical evaluation at Otter.ai. Leading technical sales strategies and influencing C-suite buyers with AI technology understanding.

Posted 7/16/2026full-timeRemote • California • 🇺🇸 United StatesSenior💰 $189,000 - $248,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in technical sales within Enterprise accounts, leveraging deep knowledge of MEDDPICC methodology and AI/ML to influence C-suite stakeholders. Proven ability to manage complex evaluations and competitive displacement in B2B SaaS environments.

Highest-signal resume keywords

Technical Sales ExpertiseMEDDPICC Methodology FluencyAI/ML Technical DepthEnterprise CRM Integration (Salesforce)Competitive Displacement Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Technical SalesMEDDPICC MethodologyAI/ML KnowledgeEnterprise Evaluation ManagementSalesforce IntegrationData GovernanceAPI ArchitectureMulti-Stakeholder EngagementProof-of-Value DesignBusiness Case Development

Soft Skills

MentoringInfluencingCollaborationCommunicationStrategic Thinking

Tools & Technologies

SalesforceConnected AppsData ModelsASR TechnologyLLM Behavior

Industry Keywords

B2B SaaSEnterprise AccountsC-Suite EngagementProcurement NavigationCompetitive Differentiation

About the role

Key responsibilities & 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

Requirements

What you’ll need

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

Comp & perks

Equal opportunity employer
Celebrate diversity and inclusivity