# Senior Sales Engineer

**Company:** [Otter](https://hotfix.jobs/companies/otter)
**Location:** Mountain View, CA
**Role:** Sales Engineering
**Salary:** $135k – $175k/yr
**Experience:** 5+ years
**Skills:** Salesforce, MEDDPICC, MEDDIC, AI/ML, LLMs, asr, api architecture, Data Governance, apex, competitive displacement
**Posted:** 2026-07-15

> 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.

## Job Description

## 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

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