Account Executive

Onestream; Sydney, Melbourne; Remote; AUD 160,000 - 180,000; Full time

Job summary

OneStream is seeking an Account Executive for AUS & NZ to drive new business growth across a defined territory. You will own the full sales cycle from prospecting to close, engaging C-level stakeholders and navigating enterprise buying processes for OneStream’s SaaS platform.

This role focuses on remote collaboration, outbound prospecting, and cross-functional alignment with Marketing, Pre‑Sales, and Alliances to accelerate deal velocity.

Qualifications

• 3-5+ years of B2B sales experience with a focus on new business
• Proven track record of exceeding quotas through net-new acquisition
• Experience prospecting, pipeline generation and closing complex deals
• Hunter mindset with outbound focus across multiple channels
• Ability to articulate value to senior stakeholders and navigate multi-threaded cycles
• Familiarity with MEDDPICC or Challenger sales methodologies
• Strategic thinker with business acumen to align solutions with client goals
• Manage multiple opportunities with speed and discipline in short to mid-length cycles
• Collaborative team player with strong execution in fast-growth environments

Responsibilities

• Drive new logo acquisition through strategic prospecting and outbound outreach
• Identify upsell/cross-sell opportunities by understanding evolving customer needs
• Build and maintain a healthy pipeline via self-sourced efforts and cross-functional collaboration
• Maintain Salesforce hygiene to support data-driven decisions and forecast accuracy
• Prepare and present tailored business cases, proposals, and SaaS agreements
• Balance new business and existing account growth to meet sales targets
• Serve as a consultative partner delivering insights for long-term customer success
• Clearly articulate differentiators through written, virtual, and in-person presentations
• Accurately track and forecast opportunities with knowledge transfer across teams
• Conduct discovery sessions, demos, and needs assessment to align OneStream offerings

Skills

New business development

Pipeline generation

Prospecting

Executive stakeholder engagement

MEDDPICC/Challenger

Education

University Degree or College Diploma in Sales/Business

Tools

Salesforce

Job description

Job Description

Account Executive, AUS & NZ

Location: Remote, UK (Sydney or Melbourne)

Employment Type: Full-time

Gross Annual Base Salary: AUD $160,000 - $180,000

Additional variable compensation and benefits may apply. Total compensation is based on experience, skills, and location using objective, job-related criteria.

Summary

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.

Primary Duties & Responsibilities

• New Business Development: Drive new logo acquisition through strategic prospecting, outbound outreach, marketing leads, and partner referrals.
• Account Expansion: Identify upsell and cross‑sell opportunities by understanding evolving customer needs and aligning them with OneStream’s solutions.
• Pipeline Generation: Build and maintain a healthy pipeline through self‑sourced efforts and collaboration with Customer Success, Business Development, Marketing, and Alliances.
• Salesforce Hygiene: Maintain clean, accurate, and up‑to‑date Salesforce records to support data‑driven decision making, forecast accuracy, and cross‑functional alignment.
• Sales Execution: Prepare and present tailored business cases, proposals, and SaaS agreements that align customer objectives with OneStream’s value proposition.
• Quota Achievement: Balance new business and existing account growth to meet or exceed sales targets.
• Customer Partnership: Serve as a consultative partner, delivering insights and value that support long‑term customer success and retention.
• Value Communication: Clearly articulate OneStream’s differentiators through compelling written, virtual, and in‑person presentations.
• Opportunity Management: Accurately track and forecast sales opportunities while ensuring timely knowledge transfer across internal teams and external stakeholders.
• Needs Assessment: Conduct discovery sessions, research, and demos to assess and align OneStream offerings with client challenges.
• Proposal Development: Create high‑impact proposals and responses to client requests, supporting revenue growth and strategic alignment.

Required Education & Experience

• 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.

Preferred Education & Experience

• 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.

Knowledge, Skills & Abilities

• Demonstrates a strategic mindset with a focus on long‑term value creation.
• Consistently driven by goals and measurable outcomes.
• Maintains a strong customer‑centric approach across all initiatives.
• Possesses strong commercial acumen and sound business acumen to drive sustainable growth.
• Proven ability to build and maintain trusted relationships with C‑level executives and key stakeholders.
• Adept at identifying, understanding, and proactively responding to evolving customer needs.
• Highly flexible and adaptable, with the ability to navigate complex and changing environments.

Who We Are

OneStream is how today's Finance teams can go beyond just reporting on the past and Take Finance Further by steering the business to the future. It's the only enterprise finance platform that unifies financial and operational data, embeds AI for better decisions and productivity, and empowers the CFO to become a critical driver of business strategy and execution. Our vision is to be the AI operating system for modern finance, digitizing core financial functions and empowering the CFO to become a critical driver of business strategy. To learn more visit

Why Join the OneStream Team

• Transparency around corporate structure, salary, and benefits.
• Core value of customer success.
• Variety of project work (not industry‑specific).
• Strong culture and camaraderie.
• Multiple training opportunities.

All candidates must be legally authorised to work for any company in the country where this position is located without sponsorship.

OneStream is an Equal Opportunity Employer.

#LI-Remote #LI-MS1