Virtual Navigator Jobs in San Ramon, CA (NOW HIRING)

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.

• 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

• 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.

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.  

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 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