Director, OEM Sales

Strategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. We don't just follow trends—we set them and drive change. As a market leader in enterprise analytics and mobility software, we've pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate.

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Join us and be part of an organization that lives and breathes innovation every day. At Strategy, you're not just another employee, you're a crucial part of a mission to push the boundaries of analytics and redefine financial investment.

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 

Required Experience 

• 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 

• 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 

Skills & Attributes 

• Strong commercial judgment and negotiation skills 
• Ability to influence senior stakeholders without direct authority 
• Comfortable operating in ambiguity and building structure where none exists 
• Data-driven, metric-oriented, and outcome-focused 
• Clear communicator who can translate complexity into an executable strategy 

Why This Role Matters 

OEM is a strategic growth vector for Strategy. This role will shape how Strategy monetizes embedded analytics at scale—defining the commercial foundation that supports long-term OEM success. 

This is a rare opportunity to own and build an OEM business within a market-leading analytics company, with executive visibility and real revenue accountability.

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 you need an accommodation due to a disability, you may contact us about your interest in employment at [email protected].

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