Business Development Representative

Osano, Inc.; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Unlimited PTO

Parental leave

Remote-first

Macbook + home workspace stipend

Annual company trip

Mental health benefits

Ownership interest

Job summary

Osano seeks an experienced Sales Manager to nurture a high-performing team of nine Account Executives. You will drive revenue strategies, coach reps, and ensure a superior, privacy-first sales approach.

Design quarterly/annual plans, forecast rigorously, and own the team quota while collaborating with Enablement, Product, Marketing, and Customer Success. This is a fully remote role across the United States.

Qualifications

• 2–5 years leading a team of Account Executives in an enterprise SaaS environment.
• Experience with governance, risk, or compliance tech is a plus but not required.
• Strong communication and a track record of building high-performing teams.
• Familiarity with MEDDPICC, Challenger, or Force Management methods.
• Proven ability to hire, mentor, and develop sales talent.
• Comfort working in a fast-paced, remote environment and managing stakeholder expectations.

Responsibilities

• Design and execute quarterly and annual sales plans.
• Support the sales team with prospect meetings, presentations, and negotiations.
• Conduct weekly forecast reviews and quarterly progress reviews.
• Own the team’s quarterly quota and deploy strategies to achieve it.
• Lead cross-functional partnerships with Sales Enablement, Product, Marketing, and Customer Success.

Skills

Account Executives leadership

MEDDPICC

Challenger

Force Management

Enterprise SaaS

Job description

About Osano

Osano is an innovative B-Corporation built around a simple belief: privacy is a fundamental right. Since day one, we’ve been focused on giving modern enterprises the ability to innovate quickly, stay competitive, and earn customer trust by respecting data privacy and complying with consent guidelines. Our products help organizations operate confidently in a rapidly evolving regulatory and technological landscape.

About the Role

We’re hiring an experienced Sales Manager to nurture and inspire a high-performing team of 9 Account Executives. Our sales team is instrumental in driving Osano forward by bringing our suite of products to a new generation of customers. We’re an energetic, kind, and intentional team looking for our next leader to enthusiastically support Osano’s products, people, ideals, and values.

Responsibilities

Revenue Leadership

• Design and execute quarterly and annual sales plans.
• Support the sales team with prospect meetings, presentations, and negotiations.
• Conduct weekly forecast reviews and quarterly progress review sessions.
• Own your team’s quarterly quota, designing and deploying strategies to achieve it.
• Manage productivity, opportunities, and quality to ensure teams meet/exceed established goals and provide a delightful customer experience.
• Make ongoing process improvements, recommendations, and implementation of systems that will make our team more efficient.
• Be a strong cross-functional partner to Sales Enablement, Product, Marketing, & Customer Success.

Team Development

• Embody inclusive, servant leadership and nurture coach individuals at all levels to success.
• Hire, mentor, and develop individuals to bring intellectual curiosity, resilience, and resourcefulness to their roles.
• Provide feedback + focus your team of account executives.
• Collaborate with the People team on hiring and development to ensure a diverse team that’s exceeding expectations.
• Coach team members on sales acumen, product positioning, forecasting, and deal-level execution.

About You

• You have 2-5 years of experience managing + leading a team of Account Executives, plus your own experience as an Account Executive (or a similar role), in an enterprise SaaS environment.
• Ideally, you have some experience in governance/risk/compliance technology, legaltech, cybersecurity, or similar technical sales environments. However, this is not a requirement.
• You’re a team player willing to get in the trenches with your team.
• You are familiar with MEDDPICC, Challenger, and/or Force Management methodologies.
• You possess excellent communication skills and have no problem managing expectations at various levels in a 100% remote office environment.
• You’ve successfully built, grown, and led a sales team, including hiring early-stage talent.
• You thrive in fast-paced, remote environments and have a way of nurturing early-career talent to do the same. This means being empathetic, proactively communicating, and bringing ingenuity and initiative to your every day.
• You’re customer-focused and bring examples of how you’ve identified + responded to internal and external customer needs.
• recognize opportunities and initiate actions to capitalize on You’re always looking for new ways to make an impact.
• You’re an innovative thinker; you embrace and champion new ideas and encourage others to do the same.
• You build strong relationships and convey a deep concern for all employees.
• You ensure individual needs + those of Osano are met and thoughtfully communicate up and down.

Why Us

• 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 - the privacy and regulatory landscape is only growing with a ton of opportunity in front of us.
• You’ll become a privacy expert, including the opportunity to receive your Certified Information Privacy credential.
• You’ll be representing a product that makes prospects say, “This is so awesome” when you demo it.

Benefits

• Competitive compensation + ownership interest for early stake in our success!
• Unlimited paid time off with a requirement to take at least two weeks off per year.
• We’re continuously 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 for base plans 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 + $600 to craft your home workspace
• Annual company trip designed to foster connection, creativity, and having fun together!
• Mental health benefits with free memberships to mindfulness + talk therapy services

A Bit More About Osano

Osano is a leading data privacy platform that helps organizations quickly and confidently comply with laws like GDPR, CCPA, and other global privacy regulations. From consent management to vendor risk monitoring, Osano makes complex privacy tasks refreshingly simple, so companies can focus on what they do best, while we handle the rest.

We’re backed by top-tier investors including Baird Capital, Jump Capital, and LiveOak, and we’re scaling fast with a multi-year runway and ambitious growth plans. We’ve also been recognized as a Great Place to Work for four years running, with 97% of employees saying Osano is a great place to work.

As we grow, we’re looking for individuals who lean into modern technologies and smarter systems to drive efficiency, clarity, and speed; both in our product and in how we operate. If you’re excited by the idea of helping build a high-growth, privacy-first company that embraces thoughtful automation, emerging tech, and intentional collaboration, we’d love to hear from you.

Osano is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, genetic information, disability, veteran status, or any other characteristic protected by applicable law.