Account Executive

OneStream

13d•Remote

About The Position

An Account Executive is responsible for driving new business growth within a defined territory. The role focuses on identifying, developing, and closing net-new customer opportunities, with a strategic emphasis on expanding OneStream’s footprint into untapped markets and organizations. The Account Executive takes full ownership of pipeline generation and progression, leveraging a consultative, value-based sales approach to demonstrate how OneStream’s SaaS platform addresses complex business needs. This individual is responsible for engaging C-level stakeholders, navigating enterprise sales cycles, and building strong, trust-based relationships with prospective clients. Success in the role requires a strong hunter mentality with proven ability to build pipelines from scratch through outbound prospecting, partner collaboration, and disciplined follow-up. A self-starter with a deep understanding of the financial and operational challenges facing modern enterprises, and a passion for winning new business. The Account Executive collaborates cross-functionally with Marketing, Pre-Sales, Business Development, and Strategic Alliances to maximize market reach and accelerate deal velocity. While some collaboration with existing accounts may occur, the primary focus of this role remains new logo acquisition and revenue growth. This role focuses primarily on commercial and mid-market accounts, targeting organizations with significant finance transformation needs and strong executive sponsorship.

Requirements

3–5+ years of B2B sales experience, with a strong focus on new business; high-potential candidates with less experience will also be considered.
Proven track record of consistently exceeding quotas through net-new customer acquisition.
Demonstrated success in prospecting, pipeline generation, and closing complex deals.
Hunter mindset with ability to drive outbound efforts and convert leads from multiple channels.
Skilled at articulating solution value to senior stakeholders and navigating multi-threaded sales cycles.
Strong command of sales methodologies such as MEDDPICC or Challenger to manage complex sales cycles.
Strategic thinker with business acumen to align solutions with customer pain points and goals.
Ability to manage multiple concurrent opportunities with speed, discipline, and strong execution across relatively short to mid-length sales cycles.
Strong team player who values collaboration and actively contributes to a high-performance team culture.
Comfortable operating independently in fast-paced, high-growth environments.
Experienced in collaborating with Marketing, Product, Business Development, and Pre-Sales to accelerate deal velocity.
Values being regularly present in the office and recognizes the importance of face-to-face collaboration in building trust, alignment, and high performance.
All candidates must be legally authorised to work for any company in the country where this 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 within 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 evolving customer needs and aligning them with OneStream’s solutions.
Build and maintain a healthy pipeline through self-sourced efforts and collaboration with Customer Success, Business Development, Marketing, and Alliances.
Maintain clean, accurate, and up-to-date Salesforce records to support data-driven 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.
Balance new business and existing account growth to meet or exceed sales targets.
Serve as a consultative partner, delivering insights and value that support long-term customer success and retention.
Clearly articulate OneStream’s differentiators through compelling written, virtual, and in-person presentations.
Accurately track and forecast sales opportunities while ensuring timely knowledge transfer across internal teams and external stakeholders.
Conduct discovery sessions, research, and demos to assess and align OneStream offerings with client challenges.
Create high-impact proposals and responses to client requests, supporting revenue growth and strategic alignment.