Account Executive (Security)

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 Security Account Executive is responsible for identifying and selling hardware and perception software for security use cases for Data Centers, Utilities and Critical Infrastructure customers, and expanding revenue with existing accounts in North America. The ideal candidate is experienced, self-motivated, and a team player. The AE will identify, qualify, negotiate, and close large-scale complex security deals and drive sales revenue targets. RESPONSIBILITIES Engage in a consultative, relationship-driven sales process with the highest value customers within the Security vertical: from lead identification to networking to decision-makers and influencers, 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, software development, 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-Detect security solutions for all of North America. Directly manage the 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. Gemini focus is on bringing in new global and regional systems integrator partners, expanding existing relationships, 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 customers and grow relationships. Maintain internal reporting/forecasting for business operations and finance teams. BASIC QUALIFICATIONS Demonstrated success in a security and sales role finding and winning business with new customers, managing existing customers, and managing sales from prospect identification to close. Minimum five years in sales, sales engineering, or business development in the Security ecosystem (a track record of introducing tech innovations to security stakeholders is highly desired) Knowledge of and experience with security systems (Video Management Systems such as Genetec and Milestone, Access Control, and legacy detection modalities). The ideal candidate will identify gaps in the current organization and take steps to make Ouster compliant with necessary requirements in order to optimize product positioning. Ability to navigate complex sales processes, including working with system integrators, technology partners, and end-customers on security applications. 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 is not required, but insatiable curiosity is. 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. 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 Engineering is a plus. Ability to travel, if needed 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.