--- title: 'Head of Sales at Oso' canonical: 'https://feeny.ai/job/head-of-sales-oso-new-york-q7hgf8szgkfk' type: 'job' last_seen: '2026-09-16' --- # Head of Sales at Oso - **Company:** Oso - **Location:** New York, NY - **Employment:** full-time - **Work type:** hybrid - **Posted:** 2025-09-25 - **Last confirmed live:** 2026-09-16 - **Apply:** https://jobs.ashbyhq.com/oso/5fd0a8dc-abb1-4314-b763-58e9163831ce ## Job description Old problem, new $25B+ market Companies like AWS, Stripe, and Twilio have shown that if a technology isn't core to your value proposition, you should offload it. Still, every engineering team builds and rebuilds one piece: authorization, how you control who has access to what in your app. We intend to change that. We see a world where developers never roll their own authorization again, and instead say, "Just use Oso" – the same way you might say, "Oh, you should just use Postgres for that." In doing so, we're creating the $25B+ authorization market. Why Oso? We have the lead – in traction, capital, and team. - Traction: Oso is used by thousands of companies from startups to the Fortune 500, like Wayfair, ProductBoard, Vanta, Brex, Verizon, ZoomInfo, and Duolingo. - Capital: We're backed by the world’s best investors, including Sequoia, Felicis, and a standout group of infrastructure founders and operators: Olivier Pomel (Founder, Datadog), Dev Ittycheria (CEO, MongoDB), Armon Dadgar (Founder, HashiCorp), Edith Harbaugh (Founder, LaunchDarkly), Guy Podjarny (Founder, Snyk), Paul Copplestone (Founder, Supabase), Christina Cacioppo (Founder, Vanta), and Calvin French-Owen (Founder, Segment). - Team: We've spent 5+ years going deep on the domain. We've met with thousands of engineering teams and know more about this problem than anyone. And we have two of the best developer go-to-market leaders on earth who have done it before at MongoDB and Snyk. Why now? We're at an inflection point. What it takes to get from where we are today to a world where developers say “Just use Oso” is going to be different. And we see that. The opportunity is for you to join at this inflection point, in a role that’s bigger and different than usual. ## What you'll do You’ll be the founding sales leader at Oso and define how we go to market. You’ll work directly with our Founder/CEO and Fractional CRO to: - Build and lead a high-performing enterprise sales team, including hiring, onboarding, coaching, and career development. - Own frontline management: set quotas, manage pipeline, review deals, and drive consistent overachievement. - Lead by example — prospect, run discovery, build champions, run POCs, negotiate, and close enterprise deals. - Develop and execute our outbound strategy, refining pitch and positioning in collaboration with leadership, product, and marketing. - Experiment with outbound techniques (calling, email, social) and scale what works. - Identify and implement tools, processes, and playbooks to accelerate growth. - Help shape Oso’s sales culture, setting ambitious goals and inspiring the team to deliver. ## Who you are - Hands-on leader. You inspire by doing: closing deals, refining messaging, and coaching reps daily. - Talent builder. You know how to hire, develop, and retain exceptional enterprise sellers. - Strategic executor. You can both design the playbook and run it yourself. - Owner. You measure yourself on outcomes, not activity, and think like a company-builder. - Resilient. You embrace challenges and thrive in the ambiguity of startup growth. - Growth-minded. You self-reflect, seek feedback, and help others grow with you. - Customer-obsessed. You want to understand our users’ world and solve their problems above all else. ## Requirements - 7+ years of enterprise B2B SaaS sales experience. - 3+ years in frontline management. - Consistent track record of exceeding quota. - Proven success hiring, developing, and leading top-performing enterprise sellers. - Experience scaling sales at a pre-Series C startup ## Benefits In addition to cash compensation, Oso offers a Total Rewards package that includes equity grants, health benefits, and more: - Competitive health, dental, and vision coverage - Mental healthcare to all employees and anyone in their family through [Spring Health](https://www.springhealth.com/) - Unlimited access to financial advisors through [Northstar](https://www.northstarmoney.com/) - Equity Package - Unlimited paid time off (PTO) - Paid parental leave - Flexible work options - One Medical Membership - Quarterly hackathons... and prizes! - Free team lunches every month The OTE range for this role is between $325,000-$350,000/year plus equity and accelerators. Your exact offer will vary based on a number of factors including experience level, skillset, market location, and balancing internal equity relative to peers at the company. Oso is an equal opportunity employer. All applicants will be considered for employment regardless of race, color, national origin, religion, sex, age, disability, sexual orientation, gender identity, veteran or disability status. ## About Oso ## Company Overview - **One-liner**: Oso provides visibility and controls to secure AI agents, applying deep authorization expertise to the era of autonomous AI. - **Entity Type**: Private (raised $25M in funding; Series not specified) - **Headquarters**: New York City, United States - **Founded**: 2019 - **Founders**: Graham Neray and Nick Kucharski ## Core Business - Primary industry: AI security and authorization - Target customers: B2B enterprise – engineering, security, and compliance teams managing AI agent adoption - Mission: "Agents are here. Oso makes them safe." – focuses on enabling safe, visible, and controlled deployment of AI agents. ## Products & Services - **Oso for Agents**: SaaS platform to discover all AI agents running inside an organization, monitor prompts/tool calls/responses, detect anomalies (rule violations, high-velocity behavior, PII leakage, API key exposure), enforce custom policies (e.g., "block unknown MCP servers," "deny all delete operations"), and produce complete audit logs for compliance. - **Oso for Apps (legacy product)**: Authorization service for human-scale applications – provides role-based, relationship-based, and attribute-based access control (RBAC/ReBAC/ABAC) using the Polar policy DSL. Still maintained and used by engineering teams. ## Market Standing - **Valuation/Market Cap**: Not publicly disclosed - **Key Metric**: $25M total funding raised - **Notable Investors/Partners**: Sequoia Capital, Felicis Ventures, Harpoon, SV Angel, Company Ventures, Highland Capital; individual investors include Dev Ittycheria (MongoDB CEO), Calvin French-Owen (Segment founder), Charity Majors (Honeycomb founder), Edith Harbaugh (LaunchDarkly founder), Olivier Pomel (Datadog CEO), Armon Dadgar (HashiCorp CTO), Christina Cacioppo (Vanta CEO), Paul Copplestone (Supabase CEO), and others. - **Growth Signals**: Headcount of 36 total employees (20 in product/tech). Actively hiring for multiple roles (Software Engineer, Engineering Manager, Head of Sales, Developer Experience Engineer, etc.). Recent pivot to AI agent security signals a fast-growing new market. ## Competitive Advantages - **Authorization expertise**: Seven years building permissions for humans gave deep understanding of why those models fail for AI agents. - **Performance**: Built in Rust; delivers <10ms p90 latency, runs in 30+ availability zones for 99.99% uptime, scales horizontally. - **Policy DSL (Polar)**: Flexible, expressive language supporting any authorization model (RBAC, ReBAC, ABAC). - **Comprehensive detection**: Detects rule violations, high-velocity behavior, PII leakage, and exposed API keys out-of-the-box. - **Agents Gone Rogue registry**: Curated library of real-world agent failures and attack patterns used to inform defenses. ## Strategic Focus - Establish Oso as the standard security and governance platform for AI agents across the enterprise. - Expand visibility and control as agent adoption spreads from engineering to product, finance, and sales. - Continue to innovate on detection patterns and policy enforcement to address emerging agent risks. ## Why Work Here - **Culture**: Early-stage startup with high ownership, resilience, and ambition expectations (labeled "Oso Expectations"). Emphasis on long-term impact over short-term performance. - **Work environment**: Headquarters in NYC's NoMad neighborhood with a beautiful office. Remote-friendly (expects roughly half the team remote, half in NYC in the long term). Hybrid model with regular in-person collaboration days. - **Tech stack**: Core built in Rust; frontend uses React and TypeScript; infrastructure on AWS with Pulumi; also uses SQLite. - **Benefits**: Competitive health/dental/vision, mental healthcare via Spring Health, unlimited PTO, paid parental leave, equity, free team lunches, quarterly hackathons, One Medical concierge, financial advisors through Northstar. - **Impact**: Tight loop from work to customer – every engineer has a meaningful role in shaping product and culture. ## Sources 1. [osohq.com](https://www.osohq.com/) 2. [osohq.com/company/jobs](https://www.osohq.com/company/jobs) 3. [osohq.com/company/about-us](https://www.osohq.com/company/about-us) 4. [builtin.com](https://builtin.com/company/oso/faq/work-life-balance-wellbeing) 5. [linkedin.com](https://www.linkedin.com/company/osohq) ## Other roles at Oso - [Product Marketing Manager](https://feeny.ai/job/product-marketing-manager-oso-new-york-69b9c08gkn1q) — New York, NY - [Engineering Manager](https://feeny.ai/job/engineering-manager-oso-new-york-p3zwh6rs6vp5) — New York, NY - [Growth Marketer](https://feeny.ai/job/growth-marketer-oso-new-york-mz3sq750mxe4) — New York, NY - [Enterprise Account Executive](https://feeny.ai/job/enterprise-account-executive-oso-new-york-t9v4gvtpxm27) — New York, NY - [Developer Experience Engineer](https://feeny.ai/job/developer-experience-engineer-oso-new-york-bvbxm7ndz8tw) — New York, NY - [Software Engineer](https://feeny.ai/job/software-engineer-oso-new-york-4yjtgng7dqcb) — New York, NY - [Head of Sales](https://feeny.ai/job/head-of-sales-vast-ai-los-angeles-yrkth8v89kkh) — Los Angeles, CA - [Head of Sales](https://feeny.ai/job/head-of-sales-govsignals-new-york-zfm14fb0e5x7) — New York, NY - [Head of Sales](https://feeny.ai/job/head-of-sales-nango-san-francisco-rp1f8mfpnkfp) — San Francisco, CA - [Head of Sales](https://feeny.ai/job/head-of-sales-revenuecat-americas-twqja8z16ghc) — Americas