Account Executive, OEM Sales

About Strategy

Strategy (Nasdaq: MSTR) is a market leader in enterprise analytics and AI software, dedicated to transforming organizations into intelligent enterprises. We pioneer BI and analytics, empower data-driven decision-making, and are at the forefront of AI disruption by integrating our enterprise semantic layer with AI agents and platforms. Additionally, Strategy is a trailblazer in digital assets, holding Bitcoin as its primary treasury reserve asset, demonstrating a commitment to innovation and a strong financial outlook. Our culture is built on bold, agile, engaged, impactful, and united values, fostering an environment where creativity, innovation, and excellence thrive.

About the Role

We are seeking a quota-carrying Account Executive to drive the sales and expansion of OEM agreements for Strategy’s Mosaic platform. This role is crucial in supporting our broader sales organization by specializing in OEM commercial execution. You will collaborate with field Account Executives on complex deals, negotiate and close OEM agreements, and independently manage a pipeline of OEM-led opportunities. Success in this role is measured by OEM revenue generation, deal quality, and the ability to establish repeatable OEM commercial models, with a dedicated OEM quota.

Key Responsibilities

OEM Deal Execution

• Prospect, qualify, and close OEM opportunities.
• Act as the OEM commercial specialist for field Account Executives in complex deals.
• Structure and negotiate OEM agreements, covering licensing, pricing, and usage models.

Pipeline & Revenue Management

• Own and manage an OEM-specific pipeline from qualification to 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 adhere to Strategy’s pricing and margin goals.

Cross-Functional Collaboration

• Collaborate with Product, Legal, Finance, and Sales Operations to execute OEM deals efficiently.
• Provide feedback from OEM customers to refine pricing, packaging, and go-to-market strategies.
• Adhere to defined approval processes while contributing to improved 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.
• Demonstrated 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 in an Inside / hybrid sales environment.

Skills & Attributes

• Strong negotiation and deal management skills.
• Highly organized and disciplined in pipeline management.
• Collaborative mindset with excellent communication skills.
• Comfortable operating in a growing, evolving sales motion.
• Additional experience with Cloud, Mobile, Big Data, Hadoop, or Social Media is optional but preferred.
• Proficiency with Salesforce.

Additional Information

Strategy is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, gender, sex, sexual orientation, gender identity, disability, veteran status, age, genetic information, or any other legally-protected basis. Strategy provides reasonable accommodation for qualified individuals with disabilities in the hiring process. If you have any difficulty using our online system and require accommodation due to a disability, please contact us at [email protected]. Visit Strategy’s Careers page for additional information.