GD003 Senior Account Executive HigherEd Research Market

Benefits 401(k) matching Bonus based on performance Competitive salary Health insurance Paid time off Location: San Francisco Bay Area (hybrid; campus travel required) About Us Galaxea - We build embodied‑AI robots and the software/data platform that powers them. Our customers are top universities and R&D labs using our systems for research, teaching, and prototyping. Mission of the Role Win, expand, and retain Bay Area higher‑ed accounts by driving consultative, compliant, outcome‑based sales cycles that turn demos into campus‑wide adoption and published results. What You’ll Do Build and own a territory plan across Stanford, UC campuses, national labs, and nearby private universities. Map stakeholders (PIs, lab managers, departmental buyers, procurement) and run multi‑threaded deals. Orchestrate end‑to‑end motions: discovery → demo/POC → budget assembly → RFP or sole‑source path → PO → delivery/acceptance → references/publications → expansion. Co‑create technical scopes with Application Engineers; capture requirements and route to Product/Data teams. Navigate vendor registration, insurance/COI, T&Cs, and export/data compliance with Legal/Finance. Host on‑campus events (seminars, demo days) and maintain a library of case studies and bid responses. What You’ll Bring 5–10+ years closing complex B2B or higher‑ed tech (research equipment/robotics/SaaS). Consistent quota attainment. Fluency with academic funding rhythms and procurement (competitive bids vs. sole‑source rationale). Technical literacy in AI/robotics sufficient to discuss experiments, datasets, and evaluation metrics. Process discipline (CRM hygiene, forecasting, MEDDICC/SPICED or equivalent) and crisp writing. Success Looks Like (first 6–12 months) $1.5M–$3.0M annual bookings in Bay Area higher‑ed; ≥3–5× pipeline coverage; 1–3‑month velocity for lab‑level deals. 2–3 campus reference wins with demos → publication/teaching usage → multi‑lab expansion. RFP/sole‑source kits established; vendor onboarding complete at key campuses. Compensation Base $120k–$150k; OTE $220k–$300k+ (accelerators beyond 100% attainment). Equity and benefits included. Final offer depends on experience. Travel Local campus travel weekly; occasional domestic conferences. EEO We’re an equal opportunity employer. Diverse research communities make better robots. Flexible work from home options available. #J-18808-Ljbffr