Founding Account Executive - Higher Education

About Us
Academia.edu is a venture-backed, for-profit, and profitable company based in San Francisco. We are recognized as the world’s leading platform for researchers and scholars to share work, discover research, and connect with academics globally. Our bold vision is to democratize and accelerate the world's research, enhancing the speed of scientific discovery and technological progress for the benefit of everyone. We imagine a world where accessing academic papers is effortless, keeping track of cutting-edge research is seamless and collaborating with researchers is easier than ever before. Our platform empowers millions of scholars worldwide to push the boundaries of human understanding. We believe in the power of knowledge to change lives and the world, and our commitment to this mission drives everything we do.
Join us as we continue to redefine what's possible in the world of research. Discover careers that challenge, inspire and propel you toward a future where your ideas can truly change the world. At Academia.edu, we're not just shaping the future of research-we're shaping the future of possibilities.
Please note that this role is in the San Francisco Bay Area.
Our office comes alive on Mondays, Tuesdays, and Thursdays! Three times a week, our Bay Area team gathers in our office located in San Francisco's Financial District (580 California St) for All Hands meetings, collaborative sessions, innovation-driven brainstorming, and events that bring us closer together. Our space has everything we need-from cozy rooms for 1:1 mentoring and focused work to larger rooms designed for team activities.
The Role
We are seeking a highly motivated Founding Account Executive to drive our sales efforts into university research offices. As the founding AE, you won’t just sell, you’ll build! This role is ideal for a sales professional with a strong track record of selling to research administrators and offices of sponsored programs. You’ll be responsible for identifying new institutional opportunities, driving the full sales cycle, and helping Academia.edu become a trusted partner for research offices worldwide.
Key Responsibilities

• Identify and engage with key stakeholders in university research offices.
• Prospect and generate new leads through cold calling, cold emailing, LinkedIn outreach.
• Design and implement the end-to-end sales process, including playbooks, outreach strategy, and pipeline management.
• Gather and replay customer feedback to inform product development in close collaboration with engineering and product teams.
• Present and demonstrate our solutions, articulating their value proposition in the context of academic research.
• Maintain accurate records of interactions and sales activities in the CRM system.
• Drive the full sales cycle from lead generation to closing deals.
• Prepare proposals, deliver product demonstrations, and conduct follow-up communication.
• Attend relevant academic and industry conferences to network and stay informed about sector trends.

Requirements

• 6+ years of B2B sales experience including:
  
  • 3+ years selling SaaS, platforms, or services to university research offices.
  • 3+ years of earlier experience in general B2B sales or business development, preferably in a tech or education-focused company.
• Proven ability to initiate and close complex sales cycles with academic institutions.
• Comfortable with high-volume cold outreach and travel for business (approximately 40% of time).
• Strong verbal and written communication skills; ability to convey complex ideas clearly.
• Self-starter with a growth mindset, resilience, and a strong sense of ownership.

We value diversity and are committed to creating an inclusive environment for all employees. We encourage applications from individuals of all backgrounds and experiences.
Benefits
Comprehensive Healthcare Coverage: 100% employer-paid medical, dental, and vision insurance for you and your dependents
Generous Time Off: 21 paid vacation days, 12 paid company holidays, and unlimited sick days; paid parental leave and other leaves for life’s needs; 6-week paid sabbatical every 4 years
Flexible Work Arrangements: Flexible daily schedules within a hybrid work environment, annual remote-office budget, and monthly WFH internet stipend
Competitive Compensation: Competitive salary, 401k plan, and stock options
Mission-Driven Company: Join a mission-driven company to accelerate and democratize the world’s research
Academia is a proud equal-opportunity employer and we are committed to hiring and supporting a diverse workforce. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
Compensation: $87K - $140K • $37K - $60K Commission