Enterprise Account Executive

OLD PROBLEM, NEW $25B+ MARKET Companies like AWS, Stripe, and Twilio have shown that if a technology isn't core to your value proposition, you should offload it. Still, every engineering team builds and rebuilds one piece: authorization, how you control who has access to what in your app. We intend to change that. We see a world where developers never roll their own authorization again, and instead say, "Just use Oso" – the same way you might say, "Oh, you should just use Postgres for that." In doing so, we're creating the $25B+ authorization market. WHY OSO? We have the lead – in traction, capital, and team. - Traction: Oso is used by thousands of companies from startups to the Fortune 500, like Wayfair, ProductBoard, Vanta, Brex, Verizon, ZoomInfo, and Duolingo. - Capital: We're backed by the world’s best investors, including Sequoia, Felicis, and a standout group of infrastructure founders and operators: Olivier Pomel (Founder, Datadog), Dev Ittycheria (CEO, MongoDB), Armon Dadgar (Founder, HashiCorp), Edith Harbaugh (Founder, LaunchDarkly), Guy Podjarny (Founder, Snyk), Paul Copplestone (Founder, Supabase), Christina Cacioppo (Founder, Vanta), and Calvin French-Owen (Founder, Segment). - Team: We've spent 5+ years going deep on the domain. We've met with thousands of engineering teams and know more about this problem than anyone. And we have two of the best developer go-to-market leaders on earth who have done it before at MongoDB and Snyk. WHY NOW? We're at an inflection point. What it takes to get from where we are today to a world where developers say “Just use Oso” is going to be different. And we see that. The opportunity is for you to join at this inflection point, in a role that’s bigger and different than usual. WHAT YOU'LL DO Oso is entirely Product Led and we're growing our sales team to double down on our growth. In this role, you will work closely with Oso's founders to: - Run outbound campaigns and whatever it takes to fill the pipeline - Conduct discovery, qualify leads, build champions, explain ROI to buyers, run POCs, understand budget, timeline, and close deals - Refine pitch & messaging - Lead pipeline growth by building our outbound strategy - Experiment with cold calling, emailing, social selling, and other techniques - Develop targeted lists, call strategies, and messaging - Identify prospecting tools to research and target prospects WHO YOU ARE - You're ambitious. You want to win big. You can't stand to be around anything but execution at the highest level. You have an inner motor to move fast. - You're an owner. You are accountable to results over the process. You see yourself not just as an sales person, but also as an owner of the company. - You're resilient. Building a startup is not for the faint of heart. You see the challenges as not just normal, but actually desirable. - You want to grow, and help others grow. You self-reflect often. You give feedback, and you seek it out. REQUIREMENTS - 5+ years B2B SaaS Sales experience - 2+ years of experience closing deals ranging from $50K-$150K+ - Track record of overachievement (consistent 100%+ attainment, Presidents Club, etc.) - Experience at a startup (Seed or Series A not necessary, but is a plus) BENEFITS In addition to cash compensation, Oso offers a Total Rewards package that includes equity grants, health benefits, and more: - Competitive health, dental, and vision coverage - Mental healthcare to all employees and anyone in their family through Spring Health https://www.springhealth.com/ - Unlimited access to financial advisors through Northstar https://www.northstarmoney.com/ - Equity Package - Unlimited paid time off (PTO) - Paid parental leave - Flexible work options - One Medical Membership - Quarterly hackathons... and prizes! - Free team lunches every month The OTE range for this role is between $240,000-$300,000/year plus equity and accelerators. Your exact offer will vary based on a number of factors including experience level, skillset