Account Executive

At Ouster, we build sensors and tools for engineers, roboticists, and researchers, so they can make the world safer and more efficient. We've transformed LIDAR from an analog device with thousands of components to an elegant digital device powered by one chip-scale laser array and one CMOS sensor. The result is a full range of high-resolution LIDAR sensors that deliver superior imaging at a dramatically lower price. Our advanced sensor hardware and vision algorithms are used in autonomous cars, robotics, industrial, and smart infrastructure applications (among many others). If you’re motivated by solving big problems, we’re hiring key roles across the company and need your help!

 

The Account Executive is responsible for identifying and selling to military and customers associated with the Department of Defense, and expanding revenue with existing accounts in the United States. The ideal candidate is experienced, self-motivated, and a team player. The AE will identify, qualify, negotiate, and close large-scale complex, military deals and drive sales revenue targets.

 

RESPONSIBILITIES

• Leverage preferred sales methodologies and tools to prospect and manage all stages of the sales cycle.
• Identify channel and distribution relationships to expand market presence.
• Articulate Ouster technical value proposition and translate it into Benefit to our customers.
• Negotiate business terms to close deals by forecasted dates.

 

 BASIC QUALIFICATIONS

• Demonstrated success in a military and sales role finding and winning business with new customers, managing existing customers, and managing sales from prospect identification to close.
• 10+ years Technical military sales, having sold to the American government (including Army, the Department of Defense, major prime contractors, and others).
• Established relationships within the government and prime contractors are a must.
• Knowledge of and experience with government flowdowns (FARs or DFARs), SAM.gov, and other necessary order requirements. The ideal candidate will identify gaps in the current organization and take steps to make Ouster compliant with necessary regulations in order to accepts government orders.
• Ability to navigate complex sales processes, including working with prime- and sub-contractors on military applications.
• Experience in creating military specific marketing collateral.
• Experience with finding government contractors and establishing deep relationships with contractors and their end-users.
• Will be responsible for monthly executive read-outs about the military business unit, including top deals, pipeline, key decision-makers, and marketing.
• Ability to forecast accurately and manage a pipeline of opportunities.
• Trained in one or more reputable sales methodologies.
• Skilled in CRM systems and prospecting tools such as Sales Navigator, Zoominfo, Groove, Discover.org, etc.

 

BONUS QUALIFICATIONS

• Independent and motivated, able to work under pressure in a start-up environment.
• Excellent communication skills, executive presence.
• Open-minded and collaborative.
• Confident in decision-making.
• Critical thinking and creative problem-solving skills.
• Experience in B2B technical consultative sales.
• Experience selling to Automotive and Industrials a plus.

The base pay will be dependent on your skills, work experience, location, and qualifications. This role may also be eligible for equity & benefits. ($88,000 - $160,000)
 

We acknowledge the confidence gap at Ouster. You do not need to meet all of these requirements to be the ideal candidate for this role.

 

Ouster is an Equal Employment Opportunity employer that pursues and hires a diverse workforce. Ouster does not make employment decisions on the basis of race, color, religion, ethnic or national origin, nationality, sex, gender, gender-identity, sexual orientation, disability, age, military status, or any other basis protected by local, state, or federal laws. Ouster also strives for a healthy and safe workplace, and prohibits harassment of any kind. Pursuant to the San Francisco Fair Chance Ordinance, Ouster considers qualified applicants with arrest and conviction records for employment. If you have a disability or special need that requires accommodation, please let us know.