Account Executive, Italy

OneStream; Milano; Hybrid; EUR 90,000 - 100,000; Full time

Job summary

OneStream is seeking an Account Executive in Milano to drive new logo acquisition and revenue growth within a defined territory. You will engage C-level stakeholders, manage enterprise sales cycles, and collaborate with Marketing, Pre-Sales, and Alliances to accelerate deal velocity.

You will own pipeline generation through outbound prospecting, partner referrals, and marketing leads, balancing new business and existing accounts while delivering value-based SaaS solutions to finance leadership.

Qualifications

• 3–5+ years of B2B sales experience, with a strong focus on new business
• Proven track record of exceeding quotas through net-new acquisition
• Ability to manage complex sales cycles and multi-threaded deals
• Fluent in Italian and English
• Comfortable in fast-paced, high-growth environments

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 Salesforce records to support data-driven decision making and forecast accuracy
• Prepare and present tailored business cases, proposals, and SaaS agreements that align 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 for long-term customer success
• Clearly articulate OneStream’s differentiators through written, virtual, and in-person presentations
• Accurately track and forecast opportunities with timely knowledge transfer across teams
• Conduct discovery sessions, research, and demos to align OneStream offerings with client challenges
• Create high-impact proposals and responses to client requests to support revenue growth

Skills

Hunter mindset

Outbound prospecting

C-level stakeholder engagement

MEDDPICC or Challenger

Strategic thinking

Multi-threaded selling

Strong execution

Collaboration with Marketing/Pre-Sales

Office presence

Education

Bachelor's or higher in Sales/Business

Tools

Salesforce

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.
• Fluent in Italian and English is a must.

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.

#LI-Hybrid

#LI-MS1

Gross annual base salary

€90.000—€100.000 EUR

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.

If you need assistance and/or a reasonable accommodation during the application process, reach out to [e-mail].

OneStream may use the personal information you provide to process your application and contact you,in accordance with applicable privacy laws such as the CCPA and GDPR. For more information about how we handle your personal information, please review OneStream’s Privacy Policy.