Senior Strategic Account Manager, Human Performance

Our mission at Oura is to empower every person to own their inner potential. Our award-winning products help our global community gain a deeper knowledge of their readiness, activity, and sleep quality by using their Oura Ring and its connected app. We've helped over 2.5 million people understand and improve their health by providing daily insights and practical steps to inspire healthy lifestyles.

Empowering the world starts with living our values and empowering our team. As a quickly growing company focused on helping people live healthier and happier lives, we ensure that our team members have what they need to do their best work — both in and out of the office. 

We have offices in San Francisco and San Diego for those who prefer hybrid or office settings and employee hubs, including New York City, Boston, Los Angeles, Seattle, and more.

We are looking for a Senior Strategic Account Manager to transform Oura’s ambitious Human Performance enterprise strategy into real customer impact and rapidly expanding revenue. You’ll bring years of experience working with US Government agencies as well as your expertise in strategic selling to optimize the readiness of our customers and end users. Your domain expertise in Human Performance science, wearable technology and/or government procurement will enable you to drive the adoption of Oura’s technology into key programs in the US Government. You have the ability to quickly establish trusted relationships with key stakeholders and the savviness to navigate complex processes to drive impactful commercial results. You have a keen operational mindset, thriving in ambiguity to establish repeatable and scalable business processes.

What you will do:

• Agency-Specific Sales Strategy Development: Develop and execute detailed account strategies tailored to the specific needs and operational procedures of the assigned US Government agency(ies). Understand and align with agency goals to enhance service member health and readiness through wearable technology. You have deep familiarity and an established relationship with one or more relevant Human Performance / Wearable programs in the Department of Defense (DoD). 
• Relationship Management and Expansion: You establish and maintain strong relationships with key decision-makers and influencers within your domain. You act as the primary point of contact for all communications, ensuring that the company’s products and services are meeting the agency’s needs.
• Sales and Contract Oversight: Manage the entire sales cycle from prospecting and qualification to negotiation and contract closure in your domain. Ensure that contracts are executed efficiently and in compliance with DoD regulations and procurement procedures. Track and influence policies that create new funding and contracting vehicles that enable Oura’s growth.
• Program Management and Expansion: Support Oura’s key customers and champions through to becoming programs of record. Working closely with Oura’s product and operations teams, develop business cases for new product development or new operational capabilities to support those programs. Identify opportunities for expansion within these strategic programs to increase the scale and scope of Oura within the agency. Collaborate with Oura advisors to inform and influence policy decisions that lead to wearable adoption in DoD agencies. 
• Feedback Loop and Product Enhancement: Gather feedback from DoD stakeholders as well as end-users and collaborate with the product development team to drive product improvements and innovation tailored to the agency’s specific requirements. 
• Reporting and Performance Metrics: Monitor and report on account status, including pipeline and sales figures, project progress, and client satisfaction, adjusting strategies as necessary to meet targets.
• Team Collaboration and Leadership: Work closely with other business development, sales, marketing, operations and product teams to ensure a unified approach to meeting our customers’ needs. Provide leadership and guidance to colleagues. Be an internal expert on DOD culture, structure and operating procedures.

Requirements

We would love to have you on our team if you have:

• Expertise in DOD Operations and Culture: Familiarity with the operational environment, culture, and procurement processes of the DoD - particularly in relation to Human Performance programs. Domain expertise in at least one DOD Human Performance program. 
• Proven Sales and Account Management Experience: 10+ experience in sales, account management and/or business development particularly within the defense sector or related technology fields, with a strong track record of exceeding sales targets. Experience working in rapidly growing technology companies and having successfully navigated the challenges that arise from the different operational tempo of technology vs government sectors. Experience managing DOD accounts for a technology company is preferred.
• Technical Acumen: Good understanding of wearable health technologies and their application in the military. Expertise in a relevant domain such as exercise physiology, epidemiology, sleep science, neuroscience, healthcare, military strategy is preferred.
• Strong Negotiator and Communicator: Excellent negotiation skills with the ability to persuasively articulate the value proposition of wearable technology. Experience  negotiating and closing complex contracts with government agencies. Familiar with negotiating key funding, contracting, IP and info-sec terms in government procurement. Excellent written and verbal communication skills.
• Strategic Thinking: Ability to develop, communicate and execute strategic account plans that result in significant positive impact for customers - resulting in sales growth and product adoption. Able to navigate and execute on near term projects and goals while also delivering progress towards “big picture” goals. Experience prioritizing time and responsibilities to deliver large long term impact. 

Benefits

At Oura, we care about you and your well-being. Everyone here at Oura has a ring of their own and we are continually looking to improve employee health and add to our benefits!

What we offer:

• Competitive salary and equity packages
• Health, dental, vision insurance, and mental health resources
• An Oura Ring of your own + employee discounts for friends & family
• Fertility benefits through Carrot Pro
• Flexible working hours and remote working arrangements
• $750 Learning & Development credit
• $200 monthly wellness credit
• $108 monthly lunch credit
• 20 days of PTO + 13 paid holidays + 8 days of flexible wellness time off
• 5 days paid sick leave, 5 days bereavement leave, 12 weeks paid parental leave
• Amazing culture of collaborative and passionate coworkers

Oura takes a market-based approach to pay, which may vary depending on your location. US locations are categorized into tiers based on a cost of labor index for that geographic area. While most offers will be closer to the starting range, successful candidates' pay will be determined based on job-related skills, experience, qualifications, work location, internal peer equity, and market conditions. These ranges may be modified in the future.

• Region 1: $130,000 - $144,000
• Region 2: $123,000 - $137,000
• Region 3: $116,00 - $130,000

A recruiter can determine your zones/tiers based on your US location.

To all recruitment agencies: Oura does not accept agency resumes. Please do not forward resumes to our jobs alias, Oura employees, or any other organization's location. Oura is not responsible for any fees related to unsolicited resumes.

Oura is proud to be an equal opportunity workplace. We celebrate diversity and are committed to creating an inclusive environment for all employees. Individuals seeking employment at Oura are considered without regard to age, ancestry, color, gender (including pregnancy, childbirth, or related medical conditions), gender identity or expression, genetic information, marital status, medical condition, mental or physical disability, national origin, protected family care or medical leave status, race, religion (including beliefs and practices or the absence thereof), sexual orientation, military or veteran status, or any other characteristic protected by federal, state, or local laws. We will not tolerate discrimination or harassment based on any of these characteristics.

We will work to ensure individuals with disabilities are provided reasonable accommodation to participate in the interview process, to perform essential job functions, and to receive other benefits and privileges of employment.