Jobs / United States / Otter AI INC
Senior Solution Architect
Otter AI INC · 🇺🇸 Mountain View, CA; Remote · Remote
Sponsorship verdict
Sponsorship possible
One solid signal, not two — worth applying, and worth asking about sponsorship early.
- Employer is on a government sponsor recordThe US Department of Labor certified 30 H-1B/E-3 labor condition applications for this employer between Oct 2025 and Jun 2026 (latest Jun 2026) — the step every H-1B hire needs first. USCIS also records 1 H-1B approvals in FY2023. Source: LCA disclosure data (US Department of Labor (OFLC)).
- The posting doesn’t mention sponsorshipSilence isn’t a refusal — ask the recruiter before investing much time.
- No salary bar for this routeH-1B has no fixed salary bar: the employer must pay at least the prevailing wage for the role and area. Cap-subject employers enter a lottery weighted by wage level. Source: https://www.federalregister.gov/documents/2025/12/29/2025-23853/weighted-selection-process-for-registrants-and-petitioners-seeking-to-file-cap-subject-h-1b, rules effective 2026-02-27.
- Confirmed live todayWhen a source last listed this job as open.
US H-1B: cap-subject employers enter a lottery weighted by wage level — Level I gets 1 entry, Level IV gets 4 (DHS projected selection odds ≈15% at Level I to ≈61% at Level IV). Universities and non-profit research employers are cap-exempt. The $100,000 fee for new petitions from abroad is currently blocked by a court order (appeal pending).
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Sponsor Radar — Otter AI INC
The US Department of Labor certified 30 H-1B/E-3 labor condition applications for this employer between Oct 2025 and Jun 2026 (latest Jun 2026) — the step every H-1B hire needs first. USCIS also records 1 H-1B approvals in FY2023. Source: LCA disclosure data (US Department of Labor (OFLC)).
Past sponsorship or register membership never guarantees sponsorship for this vacancy or for you. Full Sponsor Radar for Otter AI INC →
About the role
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: 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 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 — your enterprise deals are the most important signal we have We're looking for someone who • 5+ years of presales 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 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. *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. 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 bas