The Role: Strategy is expanding its OEM business as a core growth lever for Mosaic. We are seeking a Director, OEM Sales to own, scale, and optimize our OEM commercial strategy. This is a commercial leadership role with direct accountability for OEM revenue, pricing models, deal structures, and long-term OEM growth strategy. You will act as the OEM GM for the Mosaic product, forming a point of view on where and how we should pursue OEM opportunities, how they should be priced and packaged, and how OEM sales should be operationalized and measured. The role reports directly to our Vice President, New Logo Sales and will carry a direct OEM revenue number. You will lead a small team of Account Executives to support OEM execution across the broader sales organization.
Your Focus:
OEM Strategy & Commercial Leadership
- Own the end-to-end OEM commercial strategy for Mosaic, including target segments, deal structures, pricing models, and revenue mechanics
- Develop a clear point of view on modern OEM commercial models (embedded analytics, consumption-based, revenue share, hybrid licensing, etc.)
- Define which OEM opportunities Strategy should pursue—and which it should not
Revenue Ownership & Execution
- Carry a dedicated OEM quota and be measured on OEM-sourced and OEM-influenced revenue
- Partner with field AEs to support, shape, and close OEM deals, acting as the OEM commercial expert in complex negotiations
- Ensure OEM deals are scalable, repeatable, and aligned with long-term margin and growth objectives
Mosaic Inside/OEM Sales Pod
- Build and leverage a small, specialized OEM Inside Sales team (2–3 reps) focused on Mosaic OEM opportunities
- Establish operating cadence, pipeline discipline, and performance metrics for OEM Inside
- Act as a multiplier for the broader sales team by enabling OEM deal velocity and consistency
Cross-Functional Leadership
- Work closely with Sales Operations, Product, Legal, and Finance to define:
- OEM pricing frameworks
- Deal approval thresholds
- OEM-specific metrics and reporting
- Influence product and packaging decisions based on OEM market needs and commercial realities