Account Executive- Public Sector

OneStream

1d•Remote

About The Position

The Account Executive drives new business growth within a defined territory, with a strategic focus on identifying, developing, and closing net-new customer opportunities and expanding OneStream’s presence in untapped markets. The role owns pipeline generation and progression and uses a consultative, value-based sales approach to show how OneStream’s SaaS platform addresses complex business needs. The Account Executive engages C-level stakeholders, manages enterprise sales cycles, and builds trusted relationships with prospective clients. The position requires strong prospecting skills, an understanding of modern enterprises’ financial and operational challenges, and a focus on winning new business. The role collaborates with Marketing, Pre-Sales, Business Development, and Strategic Alliances to extend market reach and accelerate sales. Although some work with existing accounts may occur, the primary focus is new-logo acquisition and revenue growth. Travel may be required up to 50% or more to meet sales objectives and attend company events.

Requirements

At least 3 years of experience selling into the Higher Education or Public Sector vertical.
Proven track record of consistently exceeding quotas through net-new customer acquisition.
Demonstrated success in prospecting, pipeline generation, and closing complex deals.
A hunter mindset and ability to drive outbound efforts and convert leads from multiple channels.
Ability to articulate solution value to senior stakeholders and navigate multi-threaded sales cycles.
Strong command of sales methodologies such as MEDDPICC or Challenger for managing complex sales cycles.
Strategic thinking and business acumen to align solutions with customer pain points and goals.
Ability to operate independently in fast-paced, high-growth environments.
Experience collaborating with Marketing, Product, Business Development, and Pre-Sales to accelerate deal velocity.
Strategic mindset focused on long-term value creation.
Goal-oriented approach focused on measurable outcomes.
Strong customer-centric approach.
Strong commercial and business acumen to drive sustainable growth.
Ability to build and maintain trusted relationships with C-level executives and key stakeholders.
Ability to identify, understand, and proactively respond to evolving customer needs.
Flexibility and adaptability in complex and changing environments.
Legally authorized to work for any company in the country where the position is located, without sponsorship.

Nice To Haves

University degree or college diploma in Sales, Business Administration, Marketing, or a related field.
Prior sales experience in the SaaS industry, especially in the CPM/EPM industry or financial software space.

Responsibilities

Drive new-logo acquisition through strategic prospecting, outbound outreach, marketing leads, and partner referrals.
Identify upsell and cross-sell opportunities by understanding customer needs and aligning them with OneStream solutions.
Build and maintain a healthy pipeline through self-sourced efforts and collaboration with Customer Success, Business Development, Marketing, and Alliances.
Maintain accurate, current Salesforce records to support decision-making, forecast accuracy, and cross-functional alignment.
Prepare and present tailored business cases, proposals, and SaaS agreements that align customer objectives with OneStream’s value proposition.
Meet or exceed sales targets by balancing new business and existing-account growth.
Serve as a consultative customer partner, providing insights and value that support long-term customer success and retention.
Communicate OneStream’s differentiators through compelling written, virtual, and in-person presentations.
Track and forecast opportunities accurately and ensure timely knowledge transfer across internal teams and external stakeholders.
Conduct discovery sessions, research, and demos to assess client challenges and align them with OneStream offerings.
Create high-impact proposals and responses to client requests to support revenue growth and strategic alignment.