Account Executive - OEM

Role Overview 

The Account Executive role is a quota-carrying position focused on selling and expanding OEM agreements for Strategy’s Mosaic platform.  This role supports and extends the broader sales organization by specializing in OEM commercial execution—working alongside field AEs to structure, negotiate, and close OEM deals, while also owning a pipeline of OEM-led opportunities. 

Success will be measured by OEM revenue, deal quality, and the ability to execute repeatable OEM commercial models and will carry a dedicated OEM quota. 

Key Responsibilities 

OEM Deal Execution 

• Prospect, qualify, and close OEM opportunities 

• Support field Account Executives by acting as the OEM commercial specialist in complex deals 

• Structure and negotiate OEM agreements, including licensing, pricing, and usage models 

Pipeline & Revenue Management 

• Own and manage an OEM-specific pipeline, from early qualification through close 

• Maintain accurate forecasting and opportunity tracking in Salesforce 

• Consistently meet or exceed assigned OEM revenue targets 

Commercial Excellence 

• Partner with Sales Engineering to align OEM technical requirements with commercial terms 

• Ensure OEM deals are repeatable, scalable, and aligned with Strategy’s pricing and margin goals 

Cross-Functional Collaboration 

• Work closely with Product, Legal, Finance, and Sales Operations to execute OEM deals efficiently 

• Provide feedback from OEM customers to help refine pricing, packaging, and go-to-market strategy 

• Follow defined approval processes while helping improve OEM sales velocity 

Qualifications 

Required Experience 

• Bachelor’s degree from an accredited college or university 

• 5–8 years of experience in enterprise software sales or commercial roles 

• Experience supporting or closing OEM, embedded, or platform-based software deals 

• Proven ability to manage complex sales cycles and multiple opportunities simultaneously 

• Proven track record of consistently exceeding corporate objectives and quotas  

Preferred Experience 

• Experience selling analytics, BI, data platforms, or enterprise software 

• Exposure to usage-based, consumption-based, or platform licensing models 

• Experience working in an Inside / hybrid sales environment 

Skills & Attributes 

• Strong negotiation and deal management skills 

• Highly organized and disciplined in pipeline management 

• Collaborative mindset with strong communication skills 

• Comfortable operating in a growing, evolving sales motion 

• Additional experience with Cloud, Mobile, Big Data, Hadoop, or Social Media optional but preferred 

• Comfort with SalesForce