Senior Sales Engineer

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