Osano is hiring an experienced Sr. Account Executive (Mid-Market) to join our growing team! The ideal candidate is competitive by nature, enjoys lead generation, connecting prospects to insights + products to solve their business challenges, and has experience selling a SaaS, B2B solution, preferably in the data privacy, security, or compliance industries.
This role serves as a key champion in the customer lifecycle, so we’re looking for someone who will enthusiastically represent our people, product, and ideals. You’ll receive warm leads via our SDR and marketing teams, as well as create your own leads in marketing, compliance, data security, and legal target companies of all sizes. You’ll leverage your research, intuition, creativity, and personality to form authentic relationships. You’ll also be in direct control of your success as the compensation for this role is a combination of base + uncapped commission (plus accelerators for going above + beyond!).
Osano is an Austin area, venture-backed startup focused on creating transparency in data. Osano is a B-corp (public benefit corp), which means that, although we are a for-profit company, we are mission-oriented, and we wake up every morning with the goal of doing well by doing good.
The Role:
- Sell Osano’s proprietary consent management, subject rights, data discovery, vendor monitoring, and privacy program applications to companies seeking to satisfy regulatory requirements (i.e. GDPR and CCPA) and build a trusted brand using transparent, automated data privacy software.
- Uncover goals, challenges, and requirements of prospects and customers, including budget constraints and decision-makers.
- Deliver compelling presentations, demos, and proposals.
- Negotiate pricing and contractual agreements.
- Meet and exceed individual targets + contribute to the overall team success.
- Provide account analysis and revenue forecast to Sales Leadership on a regular basis.
- Manage a robust pipeline, including running with high-intent leads + hunting across target accounts with the support of a world-class sales development and marketing team.
- Nurture our supportive culture by building relationships across Osano and working closely with others to ensure clients’ success/satisfaction.
- Stay up-to-date with privacy trends + our technical products, services, pricing model, and value proposition.
- Travel, if safe, may be required for large deals or market opportunities (do what you need to do to close the deal; travel is expected to be <15% of this role)
About You:
- You bring 4+ years of quota-carrying software sales experience, particularly in the mid-market space, with annual quotas between $750k – $950k.
- You have some experience + exposure in governance, risk, compliance, legaltech, cybersecurity, or similar technical sales environments.
- You have experience managing + closing early-stage product sales cycles (i.e. 2 weeks to 45 days) in a high-volume environment, plus a track record of over-achieving quota in past positions.
- You have experience providing technical demos to prospects and know when to bring in a Sales or Solutions Engineer for when more technical resources are needed.
- You have working knowledge of HubSpot (or comparable CRM), Outlook, LinkedIn, and other sales tools, as well as a willingness to learn new tools.
- You have a hunger to constantly improve by seeking out feedback and being self-aware.
- You take pride in your communication and see it as a representation of your brand; you understand that clear, concise communication builds rapport and trust.
- You are highly resourceful and able to overcome obstacles with positivity, creativity, and grit. You see failure as an opportunity to learn + grow.
- You are constantly curious – you don’t just leverage resources available, you also learn from them.
- Lastly, you should thrive in a remote environment – for us, that means being empathetic, proactively communicating, and bringing ingenuity and initiative every day.
Why Us:
- A generous commission plan with a track record of attainment.
- A well-defined career path that’s not just “climbing the ladder” – learn different competencies, skills, and concepts as you progress and get recognized for it.
- Supportive leadership and peers – from sales engineering and product marketing to sales development and demand generation – you’re never in this alone.
- You’ll be stepping into a space that’s on fire – 39.7% growth in 2020 and a CAGR of 41.5% (but just wait till you hear about our growth rate!).
- You’ll become a privacy expert, including the opportunity to receive your Certified Information Privacy Manager credential.
- You’ll be representing a product that makes prospects say, “This is so awesome” when you demo it.
- Our goal is to help you never have to build a resume again because of what you accomplish here and the story we write together.
Benefits:
- Fair-pay compensation (provided below) + ownership interest for early stake in our success!
- Unlimited paid time off + a requirement to take at least two weeks off per year.
- We’re a Best Place for Working Parents and offer paid parental leave for all new parents + believe that family, however you define it, comes first.
- Osano sponsors individual premiums at 100% and dependent premiums at 50% for Medical, Dental, and Vision Insurance via Aetna.
- A fully + permanently remote company so you can work from anywhere in the U.S.
- Receive a Macbook + $1,000 to craft your home workspace
- Annual company trip designed to foster connection, creativity, and having fun!
- Mental health benefits with free memberships to mindfulness + talk therapy services
Compensation
Based on your skills, experience, and quota capacity, you can expect your annual on-target earnings to be $175,000 upon joining the company. Osano has a strong culture of quota attainment with generous accelerators. In addition, you’ll also receive stock options.
A bit more about Osano
We’re an easy solution to data privacy laws! Osano is a data privacy platform that instantly helps websites become compliant with laws such as GDPR and CCPA. Osano works to keep companies out of trouble and monitors all of the vendors they share data with ‚ so they don’t have to.
At Osano, we value candidates from all walks of life and are focused on building a diverse team. If you don’t exactly meet all of the below requirements, don’t let that keep you from applying. We’re looking for people who are eager to learn and grow with us. If you’re interested in being part of our inclusive, mission-driven, venture-backed tech startup, say hi!
Osano is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender expression, gender identity, sexual orientation, national origin, disability status, protected veteran status, neurodiversity, parental status, or any other characteristic protected by law. We value what makes us different and want to see how you can make our team better!
We are happy to provide accommodations to make the interviewing process inclusive and comfortable. You’ll have an opportunity to request accommodation before your first interview.