Account Executive, Australia (Sydney)

OneStream Software; Sydney; Hybrid; AUD 150,000 - 210,000; Full time

Job summary

OneStream Software in Sydney is seeking an Account Executive to drive new business growth within a defined territory. You will own pipeline generation, engage C-level stakeholders, and articulate the value of OneStream's SaaS platform to solve complex finance and operational challenges.

The role requires a hunter mentality, ability to navigate enterprise sales cycles, and collaboration with Marketing, Pre-Sales, and Customer Success to accelerate deal velocity.

Qualifications

• 3–5+ years in B2B sales with a track record of exceeding quotas.
• Experience prospecting, pipeline generation, and closing complex deals.
• Ability to engage C-level stakeholders and manage enterprise cycles.
• Familiarity with MEDDPICC or Challenger sales methodology.

Responsibilities

• New logo acquisition through strategic prospecting and outbound outreach.
• Identify upsell and cross-sell opportunities within accounts.
• Build and maintain a healthy pipeline with cross-functional teams.
• Maintain Salesforce hygiene for accurate forecasting and alignment.
• Prepare tailored business cases and SaaS proposals for clients.
• Balance new business with existing account growth to meet targets.
• Partner with Marketing, Pre-Sales, and Customer Success to accelerate velocity.
• Communicate OneStream differentiators through compelling presentations.
• Manage opportunities and ensure timely knowledge transfer to stakeholders.
• Conduct discovery and demos to map OneStream to client challenges.

Skills

B2B sales

New logo acquisition

Enterprise sales

MEDDPICC

Challenger approach

C-level engagement

Pipeline generation

Education

University degree in Sales or related field

Job description

At OneStream, we're on a mission to empower every Finance organization and professional to exceed their potential. Our global teams span continents, cultures, and time zones, united by a shared purpose as we build the operating system for modern Finance and help organizations move with greater speed, clarity, and confidence.

That mission comes to life through our people. Behind every innovation, customer success, and milestone are talented people working together to make a difference. That'swhywe'relooking for people who arebold enough to think big, authentic in how they lead and collaborate, curious aboutwhat'spossible, and committed to delivering results.

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.

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

OneStream Software is an equal opportunity employer.All qualified applicants will receive consideration for employment without regard to race,color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, veteran status, or any other characteristic protected by applicable local laws, regulations, and ordinances.

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