Account Executive (ITS)

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 and drones, at intersections, and across many other applications. 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 Account Executive to sell our sensors and support existing key customers in the Intelligent Transportation Systems space.

RESPONSIBILITIES:

• Engage in a consultative, relationship-driven sales process with the highest value customers within the ITS vertical: from lead identification to networking to decision- makers and influences, to pitching Ouster’s technology in a technically credible manner, to evaluation/pilot, integration, design win, and production.
• Serve as primary relationship holder with key account decision-makers and influencers - work with product management, customer success, and field application engineering teams to manage existing customer relationships, including answering customer questions of technical or non-technical in nature to ensure successful sensor deployments.
• Lead deployment of Ouster’s Gemini-Bluecity intersection SaaS solutions for all of Europe. 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. Identify new customer requirements and communicate to product management and engineering teams
• ITS focus on bringing in new regional distributors and partners, expanding existing relationships (in both government and private business), growing existing pilot programs, and being accountable for aggressive sales goals to help rapidly grow the business.
• Educate customers on how to best utilize their infrastructure deployments and subsequently demonstrate how Ouster’s solution can maximize their 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 customer and grow relationships.
• Maintain internal reporting/forecasting for business operations and finance teams.

 BASIC QUALIFICATIONS:

• 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 area needed, and able to proficiently describe technical concepts to external parties. Technical training/education not required, but insatiable curiosity is.
• Dedicated to data integrity. Skilled in CRM systems and prospecting tools such as Sales Navigator, Zoominfo, Groove
• Bachelor’s Degree required. MBA or degree in Civil Engineering is a plus.
• Minimum 5 years direct Enterprise Software/Service Sales experience
• Minimum 3 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)
• Ability to travel, if needed