Account Director, AUS & NZ

OneStream Software; Beverly Hills (CA); On-site; AUD 180,000 - 200,000; Full time

Job summary

OneStream Software in Australia seeks an accomplished Account Director to drive SaaS revenue across an assigned territory. You will manage and grow existing customer relationships through renewals and expansion, owning the sales cycle from prospecting to close and leveraging partners when needed.

The ideal candidate has strong SaaS sales experience, a proven quota-Track record, and the ability to engage C-level executives while aligning business value with OneStream solutions.

Qualifications

• 5–10 years in B2B SaaS sales or sales management with quota attainment.
• Proven track record in renewals, upsell, cross-sell and expansion.
• Experience engaging C-level clients and managing enterprise accounts.
• Strong negotiation, organization and CRM capabilities.

Responsibilities

• Identify opportunities within existing customers and grow UW footprint.
• Upsell and cross-sell additional OneStream products and services.
• Forecast, report pipeline and prepare proposals and SaaS agreements.
• Manage direct and partner-led pipeline and coordinate with success teams.
• Develop joint business cases and present value through presentations.

Skills

Account management

SaaS sales

Forecasting

CRM systems

Education

University degree

Sales/Marketing degree

Tools

Salesforce

MS Office

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's why we're looking for people who are bold enough to think big, authentic in how they lead and collaborate, curious about what's possible, and committed to delivering results.

Summary

The Account Director is responsible for the sale of OneStream SaaS solutions within a specified territory.

OneStream is looking for an experienced, proactive sales professional to manage and grow existing customer relationships through subscription renewals and expansion, uplifts and cross-selling of additional solutions. The role will be responsible for strategic planning and account management across a designated sales territory and will be expected to take full ownership within this territory. Account Directors are to successfully retain and grow the existing solution footprint and meet and ideally exceed assigned quota. The ideal candidate will have a strong understanding of SaaS sales and a proven track record in sales within an existing account base.

Primary Duties & Responsibilities

• Opportunity Identification: Proactively identify new sales opportunities within the existing customer base by understanding their evolving needs and challenges and OneStream’s value proposition.
• Upselling and Cross-Selling: Introduce additional products or services that meet the evolving needs of our customers, driving upsell and cross-sell opportunities.
• Internal Reporting: CRM knowledge transfer, sales pipeline management, and proposal preparation.
• Self-Sourced Pipeline: Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances.
• Be Business Partner to your Customers: Provide proactive and consultative guidance that will add value to their business objectives, ensuring high retention and net revenue growth for OneStream. This is executed by developing a thorough understanding of your customers' position in the market, their product/service, points of difference and competitive landscape.
• Position OneStream: Articulately and effectively convey the OneStream value proposition via written, virtual and in-person presentations, by leveraging custom business cases, marketing assets and customer success stories.
• Enable your Customer Champions: Prepare joint business cases that align prospects and customers’ business objectives with OneStream’s solutions and value proposition and leverage them in sales cycles to establish and build alignment to support revenue generation.
• Achieve sales targets: Develop and execute business plans to achieve sales targets.
• Accurately track and forecast sales opportunities.
• Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances.
• Ensure timely and accurate knowledge transfer across internal teams, such as Business Development, Pre-Sales, Alliances, and Customer Success, as well as to external collaborators such as Customers, Prospects, and Alliance Partners.
• Assess prospects and customers’ needs for OneStream offerings via research, discovery sessions and solution demonstrations.
• Prepare joint business cases that align prospects and customers’ business objectives with OneStream’s solutions and value proposition and leverage them in sales cycles to establish and build alignment to support revenue generation.
• Prepare proposals and SaaS agreements to prospects and customers to drive sales.
• Identify opportunities for OneStream use case expansion within customer accounts to drive additional revenue.
• Develop comprehensive proposals in response to client and prospect requests.
• Actively role model sales professionalism, may engage as a coach and mentor across the Sales teams.

Required Education & Experience

• Minimum 5-10 years’ experience as a sales manager, sales representative or a related occupation specifically in B2B selling across the Enterprise accounts.
• Proven track record in hitting quota and retention targets. Organized, detail-oriented with the ability to prioritize and respond quickly.
• Negotiation skills as it relates to renewals, upsell, cross-selling and additional solution add-ons.
• Highly proficient in MS Office Suite, and CRM systems.
• Experience working in a consultative capacity with C-level customers on complex SaaS solutions.
• Extensive customer service experience in assessing and evaluating customer needs and satisfaction and meeting specified standards with respect to products and services.
• Exceptional oral and written comprehension, communication and presentation skills.
• Experience demonstrating, promoting, and selling products/services.
• Knowledge and experience with marketing/sales strategy and tactics.
• Knowledge of administration, business, and management principles.
• Experience with MS Office and SFDC, and other analytical or project management tools.
• Extensive experience working in a team environment.
• Track record of exceeding revenue goals.

Preferred Education & Experience

• University Degree or College Diploma in Sales, Business Administration, Marketing or a related field.
• Prior sales experience in the software industry, especially within the CPM/EPM industry.
• Experience with Salesforce is preferred.
• Working knowledge of Accounting, Finance and Corporate Performance Management.

Knowledge, Skills & Abilities

• Professional.
• Strategic.
• Capable of building rapport with C-level executives and customers.
• Highly organized.
• Tech-savvy.
• Ability to understand and react to customer needs.
• Willingness to travel.
• Flexible and adaptable.
• Goal driven.

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

Gross annual base salary

$180,000—$200,000 AUD

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.

Emails about job opportunities at OneStream are only sent by employees with an @onestreamsoftware.com email address. Reach out to your contact at OneStream if you suspect a phishing scam.