What are the responsibilities and job description for the Senior Account Executive (Higher-Ed Research Market) position at Forone?
Location: San Francisco Bay Area (hybrid; campus travel required)About Us:Galaxea - We build embodiedAI 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 highered accounts by driving consultative, compliant, outcomebased sales cycles that turn demos into campuswide adoption and published results.What Youll DoBuild 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 multithreaded deals.Orchestrate endtoend motions: discovery demo/POC budget assembly RFP or solesource path PO delivery/acceptance references/publications expansion.Cocreate 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 oncampus events (seminars, demo days) and maintain a library of case studies and bid responses.What Youll Bring510 years closing complex B2B or highered tech (research equipment/robotics/SaaS). Consistent quota attainment.Fluency with academic funding rhythms and procurement (competitive bids vs. solesource 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 612 months)$1.5M$3.0M annual bookings in Bay Area highered; 35 pipeline coverage; 13month velocity for lablevel deals.23 campus reference wins with demos publication/teaching usage multilab expansion.RFP/solesource 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:Were an equal opportunity employer. Diverse research communities make better robots.Flexible work from home options available.
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