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Salary: USD 180,000 - 200,000 / annual
Otter.ai is seeking a Mid-Market Account Executive to drive revenue growth in the Higher Education vertical. You will own the full sales cycle for Higher Ed accounts, from prospecting through close, managing relationships with university stakeholders including CIOs, IT leaders, Provosts, Deans, disability services, procurement officers, and faculty.
Key responsibilities include:
- Prospecting and closing new business through outbound efforts, inbound leads, conferences, and channel partnerships
- Building and managing relationships across diverse university stakeholder groups
- Navigating higher ed-specific procurement processes: RFPs, purchase orders, cooperative purchasing agreements, board approvals, and academic-year budget cycles
- Customizing product demonstrations for Higher Ed use cases: lecture capture, accessibility/accommodations for students with disabilities, advising, research meetings, and administrative workflows
- Cross-functional collaboration with Marketing, Product, and Customer Success on Higher Ed positioning and packaging
- Maintaining accurate Salesforce forecasting and pipeline visibility
- Representing Otter at higher education conferences (EDUCAUSE, webinars, trade events)
- Serving as the internal voice of the Higher Ed customer in product and go-to-market discussions
Required qualifications:
- 2+ years of closing experience in high-velocity SaaS sales
- Proven track record managing full sales cycles and negotiating contracts with colleges and universities
- Familiarity with higher ed procurement, academic budget calendars, and funding sources
- Experience working with IT, security, legal, and finance/procurement teams on complex deals
- Proficiency with Salesforce, Outreach.io, Sales Navigator, or comparable tools
- Strong communication, empathy, and integrity; comfort with mission-driven, budget-conscious institutions
- Bachelor's degree in Business Administration, Education, or related field preferred
Preferred qualifications:
- Prior experience selling into Higher Ed or public sector/EDU markets
- Understanding of accessibility and compliance (FERPA, ADA requirements)
- Previous tech startup experience
Otter.ai is the world's leading meeting transcription and collaboration platform, with over 1 billion meetings transcribed. The company uses AI to generate real-time automated meeting notes, summaries, and insights, backed by early investors in Google, DeepMind, Zoom, and Tesla.
