Senior Sales Engineer
Senior Sales Engineer owning technical sales for Otter.ai's AI meeting intelligence platform in strategic enterprise accounts. Run complex POVs, build champion networks, navigate procurement, displace competitors like Gong, and provide roadmap input. Requires 5+ years SE experience, deep MEDDPICC, AI/ML technical depth, and Salesforce expertise.
About the job
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
- Navigate enterprise procurement: MSAs, DPAs, SOC 2 reviews, and security questionnaires
- Shape Otter AI's competitive differentiation strategy — 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
Requirements
- 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. Explicit MEDDPICC methodology experience is strongly preferred.
- Navigated to and influenced C-suite and VP-level economic buyers independently
- Technical depth in AI/ML; 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): understand Apex, Connected Apps, data model complexity, and handle deep-dive technical sessions with Salesforce admins
- Track record of competitive displacement — beaten Gong, Chorus, or enterprise platforms in head-to-head evaluations
Nice-to-Haves
- Experience mentoring SE team members
Skills
Salesforce, MEDDPICC, MEDDIC, AI/ML, LLMs, Asr, Api Architecture, Data Governance, Apex, Competitive Displacement
Similar jobs
Sales Engineering jobs
Built
United States
The Senior Solution Engineer leads technical evaluations, workflow discovery, demonstrations, and ROI modeling for real estate owner and developer prospects. The role requires consultative SaaS or sales engineering experience, strong presentation skills, and knowledge of real estate development and construction finance.
Snowflake
Remote
Leads technical discovery, demonstrations, proofs of concept, and value-based solutioning for enterprise customers in partnership with sales teams. Requires substantial pre-sales experience, strong SQL and Python skills, and expertise in databases, data warehousing, analytics, ETL, and cloud technologies.
Doppel
United States
Senior Sales Engineer supporting enterprise sales through technical discovery, solution design, demonstrations, RFP responses, and implementation handoffs. Requires 5+ years in technical sales or solutions engineering, strong software architecture and automation knowledge, and a technical bachelor’s degree or equivalent experience.
Faro Health
United States
The Solutions Consultant will define Faro’s pre-sales function, lead enterprise discovery and tailored platform demonstrations, and guide complex evaluations for life sciences clients. The role requires 7+ years in solutions consulting, sales engineering, pre-sales, or comparable consulting, with strong clinical, technical, and executive communication skills.
Ambient.ai
Redwood City, CADrives enterprise sales by leading technical demos, pilots, value assessments, and consultative deal execution for an agentic physical security platform. Requires 5+ years selling enterprise technology, strong networking and Linux skills, and familiarity with cloud environments.