Job Description
Job DescriptionLocation: 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.