Senior Solution Architect at Otter.ai - Remote Worldwide — Columbus
Traveler-Friendly Insight
Location Flexibility: Otter.ai lists this role as remote with headquarters in Mountain View, CA. The job posting does not explicitly restrict the role to specific countries, and the listing appears on a "Anywhere in the World" remote job board — however, the USD salary and US-centric enterprise sales context (Salesforce, US procurement norms) strongly suggest a US-timezone preference, likely Pacific or Eastern hours for enterprise AE collaboration.
Async vs. Sync: This is not a highly async-friendly role. Enterprise pre-sales demands real-time executive demos, live proof-of-value sessions, and synchronous deal coordination with AEs. Expect scheduled availability during core US business hours (PT/ET), which limits nomad freedom to Americas and Western Europe time zones.
Salary vs. Nomad Cost of Living: The OTE of $189K–$248K USD provides strong purchasing power in popular nomad hubs:
- Lisbon, Portugal: ~$2,500–$3,500/month comfortable living — this salary covers it several times over with significant savings potential.
- Medellín, Colombia: ~$1,500–$2,500/month — exceptional lifestyle leverage, though South American time zones align poorly with US enterprise hours.
- Chiang Mai, Thailand: ~$1,200–$2,000/month — extreme savings potential, but GMT+7 makes US enterprise calls very challenging (early morning or late night).
Practical Tip: A base in Lisbon or the Canary Islands (GMT/GMT+1) offers the best blend of timezone overlap with US ET and European lifestyle. Check Portugal's Digital Nomad Visa (D8) or Spain's Digital Nomad Visa for legal long-stay options.
Headquarters: Mountain View, CA; Remote
The Opportunity
We 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.
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: 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, not just a single contact
- Navigate enterprise procurement: MSAs, DPAs, SOC 2 reviews, and security questionnaires are part of your deal, managed proactively
- Shape Otter AI's competitive differentiation strategy — serve as the field expert on displacing Gong, Chorus, and Zoom/Teams AI features in enterprise evaluations
- Mentor SA team members and contribute to SA onboarding, demo best practices, and competitive battlecards
- Partner with Product Management to translate field insights into roadmap input
We're Looking For Someone Who
- Has 5+ years of presales experience in B2B SaaS, with demonstrated success in Enterprise deals ($200K+ ACV) and complex, multi-stakeholder evaluations
- Has deep MEDDPICC or MEDDIC fluency — not just familiarity; uses it to qualify, coach AEs, and run retrospectives on lost deals. Explicit MEDDPICC methodology experience is strongly preferred.
- Has independently navigated to and influenced C-suite and VP-level economic buyers, not just via their AE
- Brings technical depth in AI/ML — can speak credibly to CTOs, data architects, and security teams about LLM behavior, ASR accuracy, API architecture, and enterprise data governance
- Has experience with enterprise-grade CRM integrations (Salesforce, specifically): understands Apex, Connected Apps, data model complexity, and can handle deep-dive technical sessions with Salesforce admins
- Has a track record of competitive displacement — has beaten Gong, Chorus, or enterprise platforms in head-to-head evaluations and can teach others how
About Otter.ai
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 — 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.
Otter.ai is an equal opportunity employer. We proudly celebrate diversity and are dedicated to inclusivity.
Salary Range
OTE Range: $189,000 to $248,000 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 on several factors. Our base salary is just one component of our comprehensive total rewards package.
*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.
To apply: https://weworkremotely.com/remote-jobs/otter-ai-senior-solution-architect
Frequently Asked Questions
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