Business Development Manager/Director

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, drones and many other applications. Additionally, this technology opens up many opportunities in Smart Infrastructure. If you’re motivated by solving big problems, we’re hiring key roles across the company and need your help!

We are looking for a motivated Business Developer to sell our sensors and support existing key customers in the smart infrastructure industry across the Asia Pacific region. This includes customers with a focus on Intelligent Traffic Systems (ITS), Physical Security and People Analytics.

Position Responsibilities:

• Engage in a consultative, relationship-driven sales process with the highest value customers within the Smart Infrastructure verticals with primary focus on ITS
• Handle networking, lead development and identification of decision-makers and pitch Ouster’s technology in a technically credible manner to potential end users, integration partners and channels
• Serve as primary relationship holder with key decision-makers, industry influencers and strategic partners - Work with product management, customer success, and field application engineering teams to manage existing relationships, including answering and coordinating customer questions to ensure successful deployments
• Lead deployment of Ouster’s Bluecity intersection solutions (sensors + SaaS) for the APAC region (including the Middle East) - Directly manage full sales cycle from prospect creation, value proposition, negotiation and deal closure, developing a methodology and sales strategy for the target market/vertical
• Continuously enable and support the regional AE team to leverage local capabilities and create business synergies in the regional markets

• Identify new customer requirements and communicate to product management and engineering teams
• ITS focus - Develop regional distributors and partners and expand existing relationships (in both government and private business), grow existing pilot programs, and be accountable for aggressive sales goals to rapidly grow the business
• Educate customers on how to best utilize their infrastructure deployments and demonstrate how Ouster’s solution can maximize ROI
• Cross-sell throughout existing customer relationships, leveraging successes on existing projects to find new ones within the same organization
• Be highly responsive to customer needs and work cross-functionally internally to satisfy customers and grow relationships.
• Maintain internal reporting/forecasting for business operations and finance teams.

Skills/Experience:

• Track record for exceeding sales and/or business development goals
• Curious/Analytical: Able to be the customer. Understand how they think, what they want and why
• Resourceful/Scrappy: Creative about ways to get the job done efficiently
• Hungry/Results Oriented: Hard worker, highly motivated to learn, execute, deliver and be accountable for results
• Organized/Diligent: Follow up regularly and maintain momentum with counterparties
• Equip yourself with all required documents, tools, and methods to move the audience
• Polished/Relatable: Manage conversations and meetings with external parties smoothly, charismatically, and with gravitas. Endeavor to avoid jargon wherever possible. Get along / resonate well with everyone from VPs to entry level analysts
• Self-aware/Humble: Enjoy constructive feedback (+’s and deltas), and proactively identify opportunities for self-improvement
• Technically Proficient: Motivated to learn more about company technology and products at more than a surface level. Becomes a technical expert on any relevant areas, and be able to proficiently describe technical concepts to external parties. Technical training/education not required, but curiosity and willingness to learn is critical
• Dedicated to data integrity - Familiar with CRM systems and prospecting tools such as Sales Navigator, Zoominfo, Groove
• Bachelor’s Degree required - MBA or higher qualifications are a plus
• Minimum five years SaaS or related industry experience
• Minimum three years in sales or business development in the Business to Government ecosystem (a track record of introducing tech innovations to government stakeholders is highly desired)

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.