Account Executive - OEM at Strategy in Tysons, VA

Company Description

Strategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. We don't just follow trends—we set them and drive change. As a market leader in enterprise analytics and AI software, we've pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate. We are now also at the forefront of AI disruption, providing data via our enterprise semantic layer to AI agents, tools, and platforms.

But that's not all. Strategy is also leading a groundbreaking shift in digital assets, adopting bitcoin as our primary treasury reserve asset in 2020. Since then, we have issued innovative bitcoin-backed securities and have been the leader in bitcoin treasury companies. This visionary move has helped us build a fortress balance sheet, and is solidifying our position as a forward-thinking, innovative force in the market.

Our people are the core of our success. At Strategy, you'll join a team of smart, creative minds working on dynamic projects with cutting-edge technologies. We thrive on curiosity, innovation, and a relentless pursuit of excellence.

Our corporate values—bold, agile, engaged, impactful, and united—are the foundation of our culture. As we lead the charge into the new era of AI and financial innovation, we foster an environment where every employee's contributions are recognized and valued.

Join us and be part of an organization that lives and breathes innovation every day. At Strategy, you're not just another employee, you're a crucial part of a mission to push the boundaries of analytics and redefine financial investment.

Job Description

Role Overview

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.

Key Responsibilities

OEM Deal Execution

• 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

Pipeline & Revenue Management

• 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

Commercial Excellence

• 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

Cross-Functional Collaboration

• 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

Qualifications

Required Experience

• 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

Preferred Experience

• 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

Skills & Attributes

• Strong negotiation and deal management skills
• Highly organized and disciplined in pipeline management
• Collaborative mindset with strong communication skills
• Comfortable operating in a growing, evolving sales motion
• Additional experience with Cloud, Mobile, Big Data, Hadoop, or Social Media optional but preferred
• Comfort with SalesForce

Additional Information

Strategy is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, gender, sex, sexual orientation, gender identity, disability, veteran status, age, genetic information, or any other legally-protected basis.

Strategy provides reasonable accommodation for qualified individuals with disabilities in the hiring process. If you have any difficulty using our online system and you need an accommodation due to a disability, you may contact us about your interest in employment at application_accommodations@strategy.com.

Visit Strategy’s Careers page for additional information.