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$180k–$200k/yr
Full-time
bachelor degree
Posted 4h ago
~40 hrs/week
Responsibilities
Own the full sales cycle for Higher Education accounts, including prospecting, managing stakeholder relationships, and closing complex deals. Partner cross-functionally with internal teams to shape product positioning and ensure accurate pipeline management.
Requirements
Requires 2+ years of closing experience in a high-velocity SaaS environment, with a strong preference for experience in the Higher Education or public sector markets. Candidates must demonstrate proficiency in navigating procurement processes, RFPs, and multi-stakeholder buying committees.
Full job description
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
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 committed to building an inclusive and accessible workplace. We provide reasonable accommodations for qualified applicants throughout the hiring process.
Accessibility & Accommodations
Otter.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 [email protected] 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
Salary Range: $180,000 to $200,000 USD per yearpotential 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.
Your AI meeting notetaker is now also a Conversational Knowledge Engine.
Industry
Software Development
Company size
51-200 employees
Headquarters
Mountain View, California
LinkedIn followers
35,432
Total funding
$73M
Otter.ai is the Conversational Knowledge Engine built for the modern enterprise, giving AI agents the organizational context to act on by connecting thousands of conversations across thousands of people. Available on desktop on Mac and Windows, iPhone, Android, web. Used by more than 35 million people, across over one billion meetings, generating more than 30 million action items. The pioneer of the AI meeting assistant category. Backed by early investors in Google, Zoom, and Tesla. Headquartered in Mountain View, California.
Offices: 800 W El Camino Real, Suite 170, Mountain View, California 94040, US
Consumer SoftwareInformation TechnologyArtificial IntelligenceEdTechCollaborationEnterprise SoftwareTeaFood and BeverageArtificial Intelligence (AI)Mobile
How many Education jobs are open in San Francisco, CA right now?
There are currently 694 open education positions in San Francisco, CA listed on Clera. New openings are added daily as companies post roles.
Which companies are hiring for Education roles in San Francisco, CA?
Companies currently hiring include UCSF Department of Anesthesia and Perioperative Care, Crimson Education, San Francisco State University | College of Professional & Global Education, Bright Horizons, San Francisco Department of Public Health, among others. Browse the listings above to see every active employer.
Are there remote or hybrid Education jobs in San Francisco, CA?
Yes — 222 of the 694 open education positions offer remote or hybrid work (85 remote, 137 hybrid).
How do I apply for Education jobs in San Francisco, CA?
Each listing links directly to the employer's application page. Apply early — fresh listings get the most recruiter attention in the first two weeks.