Director, OEM Sales

MicroStrategy•Tysons, VA

About The Position

The Role: Strategy is expanding its OEM business as a core growth lever for Mosaic. We are seeking a Director, OEM Sales to own, scale, and optimize our OEM commercial strategy. This is a commercial leadership role with direct accountability for OEM revenue, pricing models, deal structures, and long-term OEM growth strategy. You will act as the OEM GM for the Mosaic product, forming a point of view on where and how we should pursue OEM opportunities, how they should be priced and packaged, and how OEM sales should be operationalized and measured. The role reports directly to our Vice President, New Logo Sales and will carry a direct OEM revenue number. You will lead a small team of Account Executives to support OEM execution across the broader sales organization. Your Focus: OEM Strategy & Commercial Leadership Own the end-to-end OEM commercial strategy for Mosaic, including target segments, deal structures, pricing models, and revenue mechanics Develop a clear point of view on modern OEM commercial models (embedded analytics, consumption-based, revenue share, hybrid licensing, etc.) Define which OEM opportunities Strategy should pursue—and which it should not Revenue Ownership & Execution Carry a dedicated OEM quota and be measured on OEM-sourced and OEM-influenced revenue Partner with field AEs to support, shape, and close OEM deals, acting as the OEM commercial expert in complex negotiations Ensure OEM deals are scalable, repeatable, and aligned with long-term margin and growth objectives Mosaic Inside/OEM Sales Pod Build and leverage a small, specialized OEM Inside Sales team (2–3 reps) focused on Mosaic OEM opportunities Establish operating cadence, pipeline discipline, and performance metrics for OEM Inside Act as a multiplier for the broader sales team by enabling OEM deal velocity and consistency Cross-Functional Leadership Work closely with Sales Operations, Product, Legal, and Finance to define: OEM pricing frameworks Deal approval thresholds OEM-specific metrics and reporting Influence product and packaging decisions based on OEM market needs and commercial realities Qualifications Required Experience Bachelor’s degree from an accredited college or university 10+ years of experience in enterprise software sales, OEM sales, or commercial strategy Direct experience working at a company where OEM was a meaningful, scaled part of the business Demonstrated ownership of OEM revenue, pricing, and deal structures (not just relationships) Proven ability to operate as a commercial leader with an opinion—balancing growth, scalability, and margin Preferred Experience Experience with analytics, BI, data platforms, or embedded software models Background in consumption-based, usage-based, or platform OEM monetization Experience building or scaling an OEM or “inside + field” hybrid sales motion Skills & Attributes Strong commercial judgment and negotiation skills Ability to influence senior stakeholders without direct authority Comfortable operating in ambiguity and building structure where none exists Data-driven, metric-oriented, and outcome-focused Clear communicator who can translate complexity into an executable strategy Why This Role Matters OEM is a strategic growth vector for Strategy. This role will shape how Strategy monetizes embedded analytics at scale—defining the commercial foundation that supports long-term OEM success. This is a rare opportunity to own and build an OEM business within a market-leading analytics company, with executive visibility and real revenue accountability.

Requirements

Bachelor’s degree from an accredited college or university
10+ years of experience in enterprise software sales, OEM sales, or commercial strategy
Direct experience working at a company where OEM was a meaningful, scaled part of the business
Demonstrated ownership of OEM revenue, pricing, and deal structures (not just relationships)
Proven ability to operate as a commercial leader with an opinion—balancing growth, scalability, and margin
Strong commercial judgment and negotiation skills
Ability to influence senior stakeholders without direct authority
Comfortable operating in ambiguity and building structure where none exists
Data-driven, metric-oriented, and outcome-focused
Clear communicator who can translate complexity into an executable strategy

Nice To Haves

Experience with analytics, BI, data platforms, or embedded software models
Background in consumption-based, usage-based, or platform OEM monetization
Experience building or scaling an OEM or “inside + field” hybrid sales motion

Responsibilities

Own the end-to-end OEM commercial strategy for Mosaic, including target segments, deal structures, pricing models, and revenue mechanics
Develop a clear point of view on modern OEM commercial models (embedded analytics, consumption-based, revenue share, hybrid licensing, etc.)
Define which OEM opportunities Strategy should pursue—and which it should not
Carry a dedicated OEM quota and be measured on OEM-sourced and OEM-influenced revenue
Partner with field AEs to support, shape, and close OEM deals, acting as the OEM commercial expert in complex negotiations
Ensure OEM deals are scalable, repeatable, and aligned with long-term margin and growth objectives
Build and leverage a small, specialized OEM Inside Sales team (2–3 reps) focused on Mosaic OEM opportunities
Establish operating cadence, pipeline discipline, and performance metrics for OEM Inside
Act as a multiplier for the broader sales team by enabling OEM deal velocity and consistency
Work closely with Sales Operations, Product, Legal, and Finance to define: OEM pricing frameworks, Deal approval thresholds, OEM-specific metrics and reporting
Influence product and packaging decisions based on OEM market needs and commercial realities