Account Executive, Industrial Solutions

Ouster•San Francisco, CA

5d•$88,000 - $160,000•Hybrid

About The Position

The Account Executive, Industrial Solutions is responsible for identifying, qualifying, and closing hardware and software deals with industrial equipment and robotics manufacturers. This role spans a diverse vertical—from tech-forward robotics startups to multinational equipment OEMs. Based in our San Francisco office, the ideal candidate is an experienced, self-motivated team player who possesses a rigorous sales process and a track record of driving complex design wins to hit aggressive revenue targets.

Requirements

Demonstrated Industrial Sales Success: Proven track record of finding, winning, and scaling business with industrial equipment OEMs and/or tech-forward industrial startups.
Sales Experience: Minimum five years of experience in complex B2B sales, sales engineering, or business development, with a distinct history of selling technology (hardware, software, or advanced components) into the industrial, robotics, or heavy machinery ecosystem.
Mastery of Complex Sales Cycles: Demonstrated ability to navigate long, deeply technical OEM sales processes involving multiple stakeholders (from procurement and supply chain to VP-level engineering executives).
Technically Proficient: Motivated to learn Ouster’s hardware and software technologies at a deep level. Able to proficiently describe complex perception and navigation concepts to engineering counterparties. Technical degree is not required, but an insatiable curiosity is.
Location: Must be based in the San Francisco Bay Area and able to work full-time out of our San Francisco office.
Hungry & Process-Driven: A hard worker who is highly disciplined about sales process and pipeline velocity, yet creative and scrappy about finding ways to get the job done efficiently.
Polished & Relatable: Ability to command a room and manage conversations smoothly, charismatically, and with gravitas. Able to build rapport with everyone from factory-floor engineers to C-level executives.
Data Disciplined: Dedicated to data integrity and highly skilled in CRM management and modern prospecting tools (e.g., Sales Navigator, Zoominfo, Groove).
Bachelor’s Degree required.
Travel: Ability to travel as needed to visit customer production facilities and engineering hubs.

Nice To Haves

An MBA or a degree in Engineering is a strong plus.

Responsibilities

Execute a Rigorous, Consultative Sales Process: Lead high-value customers through a disciplined, multi-stage sales cycle within the Industrial vertical—from initial lead qualification and mapping key stakeholders, to pitching Ouster’s multi-modal tech stack, managing technical evaluations/pilots, securing the design win, and scaling to full production.
Manage Complex OEM Accounts: Serve as the primary relationship holder with key decision-makers and engineering influencers at major industrial OEMs. Coordinate closely with internal product management, software development, and field application engineering (FAE) teams to ensure seamless technology integration and long-term deployment success.
Drive Hardware & Software Adoption: Directly manage the full sales cycle for both our cutting-edge sensor hardware and advanced software solutions. Develop and execute targeted account strategies to maximize Ouster's footprint in the industrial machinery, material handling, and off-highway vehicle markets.
Uncover and Translate Customer Requirements: Act as the voice of the customer. Identify evolving industrial market needs, regulatory requirements, and technical gaps, and clearly communicate them back to product and engineering teams to guide our roadmap.
Cross-Sell & Expand: Leverage initial design wins and project successes within a customer organization to cross-sell solutions into other divisions, business units, or global product lines.
Maintain Sales Discipline: Keep highly accurate, real-time data integrity regarding forecasting, pipeline health, and account plans for the business operations and finance teams.