Hybrid Bay Area: Higher Ed SaaS Account Executive

Cacheflow; San Francisco (CA); Hybrid; USD 180,000 - 200,000; Full time

Job summary

Otter.ai is seeking a Mid-Market Account Executive to own the full sales cycle for Higher Ed accounts in a Bay Area hybrid role (3 days/week in SF or Mountain View HQ). You will drive new business, manage relationships with CIOs and Provost offices, and tailor demos to use cases like lecture capture and accessibility.

The ideal candidate has 2+ years of closing SaaS sales experience, familiarity with higher education procurement, and strong cross-functional collaboration skills.

Qualifications

• 2+ years of closing experience in a high-velocity SaaS sales environment with emphasis on Higher Ed or public sector
• Proven track record of managing full sales cycles and negotiating contracts
• Familiarity with higher ed procurement processes and budgeting cycles
• Experience with IT/security, legal, and finance/procurement teams on complex deals
• Proficiency with Salesforce, Outreach.io, Sales Navigator or similar tools
• Understanding of accessibility/compliance considerations in higher education (FERPA/ADA) is a plus
• Strong drive, process orientation, and cross-functional collaboration
• Bachelor's degree in a related field; prior startup experience is a plus

Responsibilities

• Own the full sales cycle for Higher Ed accounts from prospecting to close
• Drive new business through outbound and inbound leads, events, and partner referrals
• Build and manage relationships with university stakeholders (CIOs IT, Provosts, Deans, procurement)
• Navigate higher ed procurement processes including RFPs and funding cycles
• Deliver tailored product demos for Higher Ed use cases (lecture capture, accessibility, etc.)
• Collaborate with Marketing, Product, and Customer Success on Higher Ed positioning
• Maintain forecasting and pipeline hygiene in Salesforce
• Represent Otter at higher education conferences and events
• Advocate for Higher Ed customers in product and GTM discussions

Skills

Closing high-velocity SaaS sales

Higher Ed / public sector selling

Salesforce proficiency

Outreach.io / Sales Navigator

Cross-functional collaboration

Education

Bachelor's degree in Business Administration or related field

Tools

Salesforce

Outreach.io

Sales Navigator

Job description

Otter.ai is seeking a Mid-Market Account Executive to own the full sales cycle for Higher Ed accounts in a Bay Area hybrid role (3 days/week in SF or Mountain View HQ). You will drive new business, manage relationships with CIOs and Provost offices, and tailor demos to use cases like lecture capture and accessibility.

The ideal candidate has 2+ years of closing SaaS sales experience, familiarity with higher education procurement, and strong cross-functional collaboration skills.