Account Executive - OEM

MicroStrategy • Tysons, VA

2d

About The Position

The Role: The Account Executive role is a quota-carrying position focused on selling and expanding OEM agreements for Strategy’s Mosaic platform. This role supports and extends the broader sales organization by specializing in OEM commercial execution—working alongside field AEs to structure, negotiate, and close OEM deals, while also owning a pipeline of OEM-led opportunities. Success will be measured by OEM revenue, deal quality, and the ability to execute repeatable OEM commercial models and will carry a dedicated OEM quota.

Requirements

• Bachelor’s degree from an accredited college or university
• 5–8 years of experience in enterprise software sales or commercial roles
• Experience supporting or closing OEM, embedded, or platform-based software deals
• Proven ability to manage complex sales cycles and multiple opportunities simultaneously
• Proven track record of consistently exceeding corporate objectives and quotas
• Comfort with SalesForce

Nice To Haves

• Experience selling analytics, BI, data platforms, or enterprise software
• Exposure to usage-based, consumption-based, or platform licensing models
• Experience working in an Inside/hybrid sales environment
• Additional experience with Cloud, Mobile, Big Data, Hadoop, or Social Media optional but preferred

Responsibilities

• Prospect, qualify, and close OEM opportunities
• Support field Account Executives by acting as the OEM commercial specialist in complex deals
• Structure and negotiate OEM agreements, including licensing, pricing, and usage models
• Own and manage an OEM-specific pipeline, from early qualification through close
• Maintain accurate forecasting and opportunity tracking in Salesforce
• Consistently meet or exceed assigned OEM revenue targets
• Partner with Sales Engineering to align OEM technical requirements with commercial terms
• Ensure OEM deals are repeatable, scalable, and aligned with Strategy’s pricing and margin goals
• Work closely with Product, Legal, Finance, and Sales Operations to execute OEM deals efficiently
• Provide feedback from OEM customers to help refine pricing, packaging, and go-to-market strategy
• Follow defined approval processes while helping improve OEM sales velocity

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1,001-5,000 employees