Account Executive, Higher Education
Otter.aiSan Francisco, California, United States · Posted 17 days agoDescription
Location: Bay Area (Hybrid – 3 days/week in San Francisco office or Mountain View HQ)
The opportunity
Are you ready to be part of our exciting journey of exponential growth? We are seeking a talented Mid-Market Account Executive to join our expanding Sales team at Otter.ai! In this role, you'll play a vital role in fueling our revenue engine with innovation and energy, driving the scaling of our business while maximizing value for our customers. You'll have the chance to collaborate with a dynamic team dedicated to empowering SMBs and Mid-Market customers to harness the power of Otter. This is an excellent opportunity to work alongside exceptional sales talent and our product-focused team.
Your impact
- Own the full sales cycle, from prospecting to close, for Higher Ed accounts, spanning individual departments, colleges,
and institution-wide deals. - Drive new business acquisition through outbound prospecting, inbound leads, conference/event follow-up, and
channel/partner referrals specific to the Higher Ed vertical. - Build and manage relationships with a wide range of university stakeholders: CIOs/IT and Ed Tech leaders, Provosts
and Deans' offices, disability/accessibility services, procurement officers, and faculty. - Navigate higher ed-specific procurement: RFPs, purchase orders, cooperative/consortium purchasing agreements,
board and committee approvals, and academic-year budget cycles. - Customize product demonstrations that speak to Higher Ed use cases, including lecture capture, accessibility and
accommodations (e.g., note-taking support for students with disabilities), advising and research meetings, and
administrative/committeeworkflows. - Partner cross-functionally with Marketing, Product, and Customer Success to shape Higher Ed-specific positioning,
packaging, and feedback loops. - Maintain accurate forecasting and pipeline hygiene in Salesforce, and deliver reliable visibility into Higher Ed segment
performance. - Represent Otter at higher education conferences (e.g., EDUCAUSE), webinars, and trade events to build pipeline and
brand presence in the sector. - Serve as the voice of the Higher Ed customer internally, championing the needs of colleges and universities in product
and go-to-market discussions
We're looking for someone who
- 2+ years of closing experience in a high-velocity SaaS sales environment; prior experience selling into Higher Ed or
broader public sector/EDU markets strongly preferred. - A proven track record of managing the full sales cycle and negotiating contracts with colleges and universities,
including navigating RFPs and multi-stakeholder buying committees. - Familiarity with higher ed procurement processes, academic budget calendars, and funding sources (e.g., institutional
budgets, grants, consortium/cooperative purchasing vehicles). - Experience working with IT/security, legal, and finance/procurement teams to close complex deals.
- Proficiency with Salesforce, Outreach.io, Sales Navigator, or comparable sales engagement tools.
- Understanding of accessibility and compliance considerations relevant to higher education (e.g., FERPA,
ADA/accessibility requirements) is a plus. - A go-getter attitude and comfort building repeatable processes to support a high volume of transactions.
- Excellent team orientation and a track record of cross-functional collaboration.
- Impeccable customer skills, including communication, empathy, and integrity, especially when working with mission-
driven, budget-conscious institutions. - Adaptability, flexibility, and resilience in an ever-changing environment.
Bachelor's degree in Business Administration, Education, or a related field preferred. - Previous experience at a tech start-up is a plus.
About Otter.ai
Otter.ai is an equal opportunity employer. We proudly celebrate diversity and are committed to building an inclusive and accessible workplace. We provide reasonable accommodations for qualified applicants throughout the hiring process.
Accessibility & AccommodationsOtter.ai is committed to providing reasonable accommodations for candidates with disabilities in our hiring process. If you need assistance or an accommodation during any stage of the recruitment process, please contact hr@otter.ai at least 3 business days before your interview.
*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: $180,000 to $200,000 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 a comprehensive total rewards package.
#LI-Hybrid
#LI-Hybrid
Similar jobs
Est. 190,000 USD
Location: Bay Area (Hybrid – 3 days/week in San Francisco office or Mountain View HQ) The opportunity Are you ready to be part of our exciting journey of exponential growth? We are seeking a talented Mid-Market Account E…
Est. 245,000 USD
The Opportunity This role is focused on expansion within Otter’s top accounts. You will own growth across a defined set of strategic customers, expanding into new teams, business units, and subsidiaries while introducing…
Est. 197,500 USD
The opportunity We are seeking a hands-on Senior Manager, Sales Enablement to support Otter’s revenue organization as we scale our Enterprise platform. This is a player-coach role, balancing strategy with execution - bui…
Est. 147,500 USD
The Opportunity We're looking for a Senior Field Marketing Manager to manage events strategy - putting Otter in front of enterprise buyers, and executing necessary follow through that turns presence into pipeline. You'll…
Est. 145,000 USD
The Opportunity We're looking for a Senior Demand Generation Manager to manage strategic marketing campaigns and channels at Otter. You'll run multi-channel campaigns from brief to results, manage various website optimiz…
Est. 150,250 USD
The Opportunity We are looking for a Software Engineer to lead feature development and serve as a technical expert, collaborating closely with key stakeholders across the organization. In this role, you will drive the pe…
Est. 213,000 USD
The Opportunity Otter.ai just crossed 1 billion meetings transcribed. The enterprise motion is accelerating, and we're building the CS organization that will take us to the next level. This is your chance to help shape w…
Est. 207,500 USD
The Opportunity We are looking for a Senior Software Engineer to lead feature development and serve as a technical expert, collaborating closely with key stakeholders across the organization. In this role, you will drive…
Est. 170,000 USD
The Opportunity We are looking for an experienced Software Engineer with a passion for building robust and scalable data infrastructure to join our Data Platform team. In this role, you'll design and develop the foundati…
Est. 207,500 USD
The Opportunity We are looking for a Senior AI Agent & LLM Engineer who combines strong software engineering capabilities with a deep focus on AI quality. You will help build and improve the AI systems behind Otter’s…
Est. 170,000 USD
The Opportunity We are looking for a Senior AI Agent & LLM Engineer who combines strong software engineering capabilities with a deep focus on AI quality. You will help build and improve the AI systems behind Otter’s…
Est. 170,000 USD
The Opportunity We are seeking a hands-on Senior Analyst of GTM Systems to own and optimize our go-to-market technology stack. This role is central to enabling our revenue teams to operate at peak efficiency — managing t…
Est. 218,500 USD
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 in…
Est. 207,500 USD
The OpportunityAre you an experienced Senior Software Engineer, Backend (Infrastructure) looking to make a significant impact at the intersection of scalable web services and cutting-edge AI technologies? We're seeking a…
Est. 242,500 USD
The OpportunityAre you an experienced Staff Software Engineer, Backend (Infrastructure) looking to make a significant impact at the intersection of scalable web services and cutting-edge AI technologies? We're seeking a…
Est. 242,500 USD
The OpportunityAre you an experienced Staff Software Engineer, Backend (Infrastructure) looking to make a significant impact at the intersection of scalable web services and cutting-edge AI technologies? We're seeking a…
Est. 207,500 USD
The OpportunityAre you an experienced Senior Software Engineer, Backend (Infrastructure) looking to make a significant impact at the intersection of scalable web services and cutting-edge AI technologies? We're seeking a…
Est. 157,500 USD
The Opportunity We are a B2B AI SaaS company in active transition from a product-led growth model to a combined PLG + sales-led motion. Our CRM, data, and workflow infrastructure was built for self-serve — it was not bui…
Est. 207,500 USD
The Opportunity We are looking for a Senior Data Engineer to join our Data Platform team and build the core data foundations that power analytics, experimentation, and decision-making across the company. In this role, yo…
Est. 160,000 USD
The Opportunity As a Growth Marketing Manager, you will be a key driver of Otter’s user acquisition engine—owning and scaling paid social channels while building a modern, AI-powered growth system. You’ll report to the H…
Est. 170,000 USD
The Opportunity We are seeking a talented Engineer with extensive system knowledge who wants to be part of a team to build and operate large-scale systems that enables reliable and rapid deployment with effective monitor…
Est. 207,500 USD
The Opportunity We're excited to welcome a talented and passionate Senior Software Engineer to join our highly skilled team. The ideal candidate will hold a deep comprehension of search and recommendations algorithms and…
Est. 207,500 USD
The Opportunity We're excited to welcome a talented and passionate Senior Software Engineer to join our highly skilled team. The ideal candidate will hold a deep comprehension of search and recommendations algorithms and…
Est. 304,000 USD
The OpportunityDo you want to lead projects to build and deploy cutting-edge AI technology to help people get unparalleled value from meetings and conversations? Join our core AI team responsible for ML and work alongsid…
Est. 247,500 USD
The OpportunityDo you want to lead projects to build and deploy cutting-edge AI technology to help people get unparalleled value from meetings and conversations? Join our core AI team responsible for ML and work alongsid…
Est. 247,500 USD
The OpportunityDo you want to lead projects to build and deploy cutting-edge AI technology to help people get unparalleled value from meetings and conversations? Join our core AI team responsible for ML and work alongsid…
Est. 207,500 USD
The Opportunity We're excited to welcome a talented and passionate Senior Software Engineer to join our highly skilled team. The ideal candidate will hold a deep comprehension of search and recommendations algorithms and…
Est. 208,500 USD
The OpportunityDo you want to lead projects to build and deploy cutting-edge AI technology to help people get unparalleled value from meetings and conversations? Join our core AI team responsible for ML and work alongsid…
Est. 230,000 USD
The Opportunity We're seeking a talented Staff Engineer to join our Frontend Team. In this role, the person will shape and drive feature development while collaborating with key stakeholders across our organization. We'r…
Est. 700,000 USD
Secure Every Identity, from AI to HumanIdentity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This…