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Max, Director of Sales - Strategic Accounts at Ouster Lidar Inc.: Advize Career Interview
A career journey starting with diverse college jobs and a product role at Zao Group unexpectedly led to a successful sales career, culminating in a Director of Sales - Strategic Accounts position at Ouster Lidar Inc.
This role involves managing key accounts, navigating the entire sales lifecycle, and prioritizing existing client growth.
A typical day requires strong self-starting initiative and time management skills to drive deal closure and manage internal stakeholders.
Success hinges on strong interpersonal skills, strategic thinking, meticulous organization, and building robust internal relationships—almost more vital than external ones.
The most rewarding aspects include the deal process itself, industry flexibility, and working with cutting-edge lidar technology across numerous applications.
The biggest challenge involves managing financial pressures and internal communications.
A "thirst for knowledge" and a willingness to embrace risk are crucial for industry success, and entry-level positions in sales, product, finance, or marketing all offer viable pathways.
A key lesson learned is that control isn't always guaranteed, demanding strategic time management and mental fortitude.
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
Industries
Job Functions
Traits
Max Coates
Director of Sales - Strategic Accounts
Ouster Lidar Inc.
University of Colorado, Boulder
N/A
Economics
Technology
Sales and Client Management
None Applicable
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Career Path of a Director of Sales Strategic Accounts at Ouster Lidar
Max's career path began with various jobs during college, followed by a role in product at Zao Group, where discovery of a knack for customer interaction led to a sales role. This unexpected transition, aided by "a background in product and product management," proved highly successful, providing a strong foundation for Max's current position as Director of Sales - Strategic Accounts at Ouster Lidar Inc.
Main Responsibilities of a Director of Sales for Strategic Accounts at Ouster Lidar Inc.
Max, Director of Sales - Strategic Accounts at Ouster Lidar Inc., focuses on "managing those relationships and the deal flow" within a portfolio of key accounts, prioritizing growth within existing accounts rather than solely acquiring new ones. Their responsibilities encompass the entire sales lifecycle, from initial opportunity identification and internal business case development to strategic negotiations, contract finalization, and ensuring successful execution across engineering and service delivery.
A Day in the Life of a Director of Sales Strategic Accounts at Ouster Lidar
A Director of Sales at Ouster Lidar Inc. spends their day in "task management and figuring out what the status is," requiring a self-starting approach to drive progress and close deals; time management and prioritization are key for success, focusing on "the things that matter most."
Most Important Skills For A Director Of Sales Strategic Accounts At Ouster Lidar
Max, a Director of Sales at Ouster Lidar Inc., emphasizes that while strong interpersonal skills—"being personable, uh, and listening, understanding"—are crucial for building rapport and navigating difficult conversations, strategic thinking sets successful salespeople apart. The ability to "grow the business to satisfy new requirements or new technologies," coupled with meticulous organization to manage multiple internal and external stakeholders, is what ultimately drives success in this customer-facing role.
Favorite Parts Of Being A Sales Director Strategic Accounts At Ouster Lidar.
Max, Director of Sales at Ouster Lidar Inc., finds the most rewarding aspect of their role to be "the deal itself," encompassing the negotiation, partnership development, and intellectual property considerations involved in securing strategic agreements. This, combined with the flexibility inherent in sales—allowing for remote work and a less rigid schedule—makes the career both stimulating and adaptable.
Biggest Challenges Faced by a Director of Sales for Strategic Accounts at Ouster Lidar
Max's biggest challenge as Director of Sales is managing the inherent pressure to meet financial targets and maintain strong internal communications, acknowledging that "there's not always a great time to push harder," requiring nuanced interaction with clients and careful expectation management within Ouster Lidar Inc. The success hinges on navigating this stress and communicating effectively to avoid negative consequences.
Favorite Parts of Working in the Lidar Industry as a Director of Sales
Max, Director of Sales at Ouster Lidar, finds the diverse applications of lidar technology most rewarding, stating that "this technology has a variety of use cases and we're still learning more." The opportunity to collaborate with "incredibly smart people" developing cutting-edge technologies in robotics, autonomous vehicles, and beyond, positions Max at "the frontier of something...pretty exciting."
What Type Of Person Thrives In The Lidar Industry, According To A Director Of Sales Strategic Accounts At Ouster Lidar Inc.
Max, a Director of Sales at Ouster Lidar, identifies a "thirst for knowledge" and willingness to "take that risk and see something grow" as key traits for success in the lidar industry, highlighting the inherent uncertainty but also the shared vision of making lidar technology as ubiquitous as cameras. This passion for innovation and problem-solving, he explains, is found not just at the engineering level but across the industry.
What A Director Of Sales At Ouster Lidar Wishes They Had Known Before Entering The Sales Industry
Max, Director of Sales at Ouster Lidar Inc., learned that "you are not always in control" in their sales role, requiring a shift from focusing solely on immediate tasks to strategically managing time and mental headspace. This involved accepting periods of "slow" work as a natural fluctuation, rather than a personal failing, a lesson learned over time and continually practiced.
Entry-Level Positions For Aspiring Sales Professionals
Entry-level sales roles, such as "inside sales" or "sales development representatives," provide valuable experience and demonstrate performance capabilities, paving the way for career advancement. Alternatively, roles in product, finance, or marketing offer alternative entry points, allowing individuals to gain business acumen before transitioning into sales, with experience in areas like "product analyst" or understanding "gross margins, uh, EBITDA" proving beneficial.
Career Lesson From A Director Of Sales For Strategic Accounts At Ouster Lidar Inc.
Max, Director of Sales at Ouster Lidar Inc., emphasizes the importance of detail and strong internal relationships, stating that "building internal relationships is almost more important than building external relationships." Success hinges on fostering these connections to gain buy-in and achieve goals, treating internal colleagues "like your customers" to earn respect and facilitate collaboration.
College Experiences That Helped a Strategic Accounts Sales Director at Ouster Lidar Succeed
Max, a Director of Sales, prioritized networking and collaboration over academic excellence in college, finding "networking...more realistic of the working world." This skill proved crucial for success in their sales career, where the ability to "find answers" through teamwork was paramount.
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