Account Executive (OEM Agreements)

Company: Strategy

Location: [Not Specified]

About Strategy:

Strategy (Nasdaq: MSTR) is a leader in transforming organizations into intelligent enterprises through data-driven innovation. We pioneer the BI and analytics space and are at the forefront of AI disruption, providing data via our enterprise semantic layer to AI agents and platforms. Additionally, Strategy is leading a shift in digital assets by adopting bitcoin as our primary treasury reserve asset, issuing innovative bitcoin-backed securities and solidifying our position as a forward-thinking force. Our people are the core of our success, working on dynamic projects with cutting-edge technologies in an environment that fosters curiosity, innovation, and a relentless pursuit of excellence. Our values are bold, agile, engaged, impactful, and united.

About the Role:

The Account Executive 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, carrying 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 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 is optional but preferred.
• Comfort with Salesforce.

Benefits:

• [Not Specified]

Equal Opportunity Employer:

Strategy is an equal opportunity employer. We provide reasonable accommodation for qualified individuals with disabilities in the hiring process.