Account Executive, Higher Education

San Francisco, CAfull timeOn Site

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entry

$180k–$200k

H1B: yes

Otter AI The GTM Engineer at Otter AI owns the technical plumbing connecting go-to-market systems, ensuring data flows cleanly and workflows run reliably. This founding operational role involves building data enrichment pipelines, workflow automation, and AI-powered automations to enhance sales productivity.

Responsibilities

We are a B2B AI SaaS company in active transition from a product-led growth model to a combined PLG + sales-led motion. Our CRM, data, and workflow infrastructure was built for self-serve — it was not built for an outbound sales team running MEDDIC-qualified opportunities across four market segments. This role closes that gap.
The GTM Engineer is a builder first. You will own the technical plumbing that connects our go-to-market systems — ensuring data flows cleanly, workflows run reliably, and our reps spend time selling instead of wrestling with tooling. This is a founding operational role: you will set the architectural standards others build on.
Data Enrichment & Hygiene
Own the end-to-end data enrichment pipeline using Clay and ZoomInfo — from ingestion and deduplication through CRM sync.
Define and enforce data governance standards: required fields, input formats, ownership rules, and freshness SLAs.
Instrument lead scoring, ICP scoring, and routing logic to ensure MQLs land with the right rep, at the right time, with the right context.
Build PLG → SLG handoff data flows: surface self-serve product signals (PQLs) in Salesforce as first-class pipeline inputs.
Workflow Automation & Integrations
Design and maintain the integration architecture across the GTM stack using Zapier, Workato, or equivalent iPaaS tooling.
Automate high-friction manual processes — rep task creation, deal stage alerts, stall detection, Slack notifications for pipeline events.
Build and maintain Outreach sequence infrastructure: template governance, A/B testing frameworks, performance attribution back to Salesforce opportunities.
Ensure reliable, low-latency data sync across Salesforce, Outreach, ZoomInfo, Clay, and downstream tools.

Qualification

Experience working with IT/securityProficiency with SalesforceCPQ administration experienceWith over 1B meetings transcribed

Required

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
Proven track record of managing the full sales cycle and negotiating contracts with colleges and universities
Familiarity with higher ed procurement processes, academic budget calendars, and funding sources
Experience working with IT/security, legal, and finance/procurement teams to close complex deals
Proficiency with Salesforce, Outreach.io, Sales Navigator

Preferred

Experience supporting a PLG → SLG transition, including building PQL-to-pipeline workflows.
Hands-on work with LLM APIs or AI productivity tools in a GTM context (call intelligence, CRM enrichment, email generation).
CPQ administration experience; DocuSign CLM or eSignature integration experience.
Salesforce Advanced Administrator or Platform App Builder certification.
Experience with MEDDIC or MEDDPICC and translating the framework into enforced CRM data models.
Background in B2B SaaS RevOps at a company that scaled from Series A/B through the growth stage.
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.