San Francisco, CA (Hybrid) / Full-Time / Business Development / Mid-Level

At Ouster, we build sensors and tools for engineers, roboticists, and researchers, so they can make the world safer and more efficient. We've transformed LIDAR from an analog device with thousands of components to an elegant digital device powered by one chip-scale laser array and one CMOS sensor. The result is a full range of high-resolution LIDAR sensors that deliver superior imaging at a dramatically lower price. Our advanced sensor hardware and vision algorithms are used in autonomous cars, robotics, industrial, and smart infrastructure applications (among many others). If you’re motivated by solving big problems, we’re hiring key roles across the company and need your help!

The Account Executive, Industrial Solutions is responsible for identifying, qualifying, and closing hardware and software deals with industrial equipment and robotics manufacturers. This role spans a diverse vertical—from tech-forward robotics startups to multinational equipment OEMs. Based in our San Francisco office, the ideal candidate is an experienced, self-motivated team player who possesses a rigorous sales process and a track record of driving complex design wins to hit aggressive revenue targets.

RESPONSIBILITIES

• Execute a Rigorous, Consultative Sales Process: Lead high-value customers through a disciplined, multi-stage sales cycle within the Industrial vertical—from initial lead qualification and mapping key stakeholders, to pitching Ouster’s multi-modal tech stack, managing technical evaluations/pilots, securing the design win, and scaling to full production.
• Manage Complex OEM Accounts: Serve as the primary relationship holder with key decision-makers and engineering influencers at major industrial OEMs. Coordinate closely with internal product management, software development, and field application engineering (FAE) teams to ensure seamless technology integration and long-term deployment success.
• Drive Hardware & Software Adoption: Directly manage the full sales cycle for both our cutting-edge sensor hardware and advanced software solutions. Develop and execute targeted account strategies to maximize Ouster's footprint in the industrial machinery, material handling, and off-highway vehicle markets.
• Uncover and Translate Customer Requirements: Act as the voice of the customer. Identify evolving industrial market needs, regulatory requirements, and technical gaps, and clearly communicate them back to product and engineering teams to guide our roadmap.
• Cross-Sell & Expand: Leverage initial design wins and project successes within a customer organization to cross-sell solutions into other divisions, business units, or global product lines.
• Maintain Sales Discipline: Keep highly accurate, real-time data integrity regarding forecasting, pipeline health, and account plans for the business operations and finance teams.

BASIC QUALIFICATIONS

• Demonstrated Industrial Sales Success: Proven track record of finding, winning, and scaling business with industrial equipment OEMs and/or tech-forward industrial startups.
• Sales Experience: Minimum five years of experience in complex B2B sales, sales engineering, or business development, with a distinct history of selling technology (hardware, software, or advanced components) into the industrial, robotics, or heavy machinery ecosystem.
• Mastery of Complex Sales Cycles: Demonstrated ability to navigate long, deeply technical OEM sales processes involving multiple stakeholders (from procurement and supply chain to VP-level engineering executives).
• Technically Proficient: Motivated to learn Ouster’s hardware and software technologies at a deep level. Able to proficiently describe complex perception and navigation concepts to engineering counterparties. Technical degree is not required, but an insatiable curiosity is.
• Location: Must be based in the San Francisco Bay Area and able to work full-time out of our San Francisco office.
• Hungry & Process-Driven: A hard worker who is highly disciplined about sales process and pipeline velocity, yet creative and scrappy about finding ways to get the job done efficiently.
• Polished & Relatable: Ability to command a room and manage conversations smoothly, charismatically, and with gravitas. Able to build rapport with everyone from factory-floor engineers to C-level executives.
• Data Disciplined: Dedicated to data integrity and highly skilled in CRM management and modern prospecting tools (e.g., Sales Navigator, Zoominfo, Groove).
• Education: Bachelor’s Degree required. An MBA or a degree in Engineering is a strong plus.
• Travel: Ability to travel as needed to visit customer production facilities and engineering hubs.

The base pay will be dependent on your skills, work experience, location, and qualifications. This role may also be eligible for equity & benefits. ($88,000 - $160,000)

We acknowledge the confidence gap at Ouster. You do not need to meet all of these requirements to be the ideal candidate for this role.

Ouster is an Equal Employment Opportunity employer that pursues and hires a diverse workforce. Ouster does not make employment decisions on the basis of race, color, religion, ethnic or national origin, nationality, sex, gender, gender-identity, sexual orientation, disability, age, military status, or any other basis protected by local, state, or federal laws. Ouster also strives for a healthy and safe workplace, and prohibits harassment of any kind. Pursuant to the San Francisco Fair Chance Ordinance, Ouster considers qualified applicants with arrest and conviction records for employment. If you have a disability or special need that requires accommodation, please let us know.