Strategy · 3 weeks ago
Director, OEM Sales
Tysons Corner, VA
Full-time
Onsite
Director/Executive
10+ years expStrategy is a market leader in enterprise analytics and mobility software, pioneering the BI and analytics space. They are seeking a Director, OEM Sales to own and optimize the OEM commercial strategy, with direct accountability for OEM revenue and leadership of a small team to support OEM execution across the sales organization.
AnalyticsBusiness IntelligenceSaaSSoftware
Responsibilities
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
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
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
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
Qualification
Required
Bachelor's degree from an accredited college or university
10+ years of experience in enterprise software sales, OEM sales, or commercial strategy
Direct experience working at a company where OEM was a meaningful, scaled part of the business
Demonstrated ownership of OEM revenue, pricing, and deal structures (not just relationships)
Proven ability to operate as a commercial leader with an opinion—balancing growth, scalability, and margin
Preferred
Experience with analytics, BI, data platforms, or embedded software models
Background in consumption-based, usage-based, or platform OEM monetization
Experience building or scaling an OEM or 'inside + field' hybrid sales motion
Company
Strategy
Strategy provides enterprise software for business intelligence, mobile intelligence, and network applications.
1001-5000 employees
Funding
Current Stage
Public CompanyTotal Funding
$14.49BKey Investors
Royal Bank of CanadaSilvergate Bank
2025-11-11Post Ipo Equity· $706.43M
2025-10-13Post Ipo Secondary· $27.3M
2025-06-30Post Ipo Equity· $578.1M
Leadership Team
Andrew Kang
Chief Financial Officer
Thomas Chow
Executive Vice President, General Counsel & Secretary
Recent News
2026-01-23
InsideBitcoins.com
2026-01-23
2026-01-22
Company data provided by crunchbase