About the role
You'll own Oway's partner-led enterprise motion. Working alongside our cloud, technology, and systems integrator partners, you'll reach COOs, heads of supply chain, and CIOs at Fortune 500 manufacturers, retailers, and industrial companies. You'll close six-figure annual IOI node deployments that start with one operation and grow across the enterprise.
You'll report to Phillip and work closely with our forward deployed engineers and enterprise engagement partners.
Your first 90 days
Know IOI well enough to demo it to a CIO, meet our partner teams, and build a joint target map of Fortune 500 accounts.
Run your first executive meetings alongside partners and have a qualified joint pipeline in place.
Bring your first enterprise IOI deployment to signature or final stage, and set the operating rhythm with each partner.
What you’ll do
- Run the partner motion. Build trust with partner account teams, alliance managers, and industry leads, and become their go-to for industrial AI.
- Sell to the Fortune 500. Lead complex, multi-stakeholder deals with operations, supply chain, IT, security, and procurement.
- Structure smart deals. Use cloud marketplaces, committed-spend programs, and partner incentives to shorten the path to signature.
- Tell the IOI story. Explain a protocol and data layer in business terms, and connect it to a company's AI strategy.
- Shape the offer. Turn what buyers tell you into packaging, pricing, and pilot design.
- Represent Oway. Lead at partner events, executive briefings, and industry conferences.
Skills you’ll need
- Complex enterprise sales methodology (MEDDICC or similar), with disciplined forecasting and CRM hygiene.
- Partner co-selling with hyperscalers or global systems integrators, including marketplace transactions and committed-spend programs.
- Executive selling to C-level operations, supply chain, and IT buyers.
- Business case and ROI modeling that a CFO will sign off on.
- Contract negotiation, plus navigating enterprise procurement, legal, and security review.
- Technical fluency in data platforms, AI, and enterprise integration, enough to run a credible first technical conversation.
Nice to have: supply chain, manufacturing, or industrial software sales; data platform or AI infrastructure sales; prior experience at a hyperscaler, ERP vendor, or major systems integrator.
Who you are
- 8+ years selling enterprise software, with a record of closing $250K+ ACV deals with Fortune 500 companies.
- You've built a partner-sourced pipeline from scratch and know how to make partners want to bring you in.
- You thrive with ownership, ambiguity, and a founder who moves fast.
Compensation
$180K to $220K base, $350K to $450K OTE plus meaningful equity. Health, dental, and vision. San Francisco or Seattle.
How we hire
- Meet Phillip, Oway's founder.
- Meet our commercial and engineering leads.
- A working session: walk us through how you would open and close a Fortune 500 IOI deployment alongside a partner.
About Oway
Oway is building the coordination OS for the physical economy. IOI connects the legacy systems industry runs on with fleets, factories and robots through one open schema, Juno is the industrial AI that acts on it, and Oway OS is where the work runs. We’re backed by Y Combinator and General Catalyst.