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 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 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 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 Bring5–10 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.
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