Account Director - Illinois

Remote; San Francisco (CA); Sur place; USD 140 000 - 210 000; Plein temps

Avantages offerts par ce poste

Excellent Medical Plan

Dental & Vision Insurance

Life Insurance

Short & Long Term Disability

Vacation Time

Paid Holidays

Professional Development

Retirement Plan

Résumé du poste

OneStream is seeking an Account Director in the United States to drive new business growth within a defined territory. You will own pipeline generation, prospecting, and deal progression, targeting C-level stakeholders with a consultative, value-based approach to demonstrate how OneStream’s SaaS platform addresses complex business needs.

You will collaborate with Marketing, Pre-Sales, BD, and Strategic Alliances to maximize market reach and accelerate deal velocity, focusing on new logo

Qualifications

• 5–10+ years of B2B sales experience with a track record of exceeding quotas.
• Proven ability to acquire new logos and close net-new opportunities.
• Hunter mindset with outbound prospecting across multiple channels.
• Strong ability to articulate solution value to senior stakeholders in complex cycles.
• Experience with MEDDPICC or Challenger sales methodologies.
• Strategic thinker with business acumen and cross-functional collaboration.
• Ability to work independently in a fast-paced, high-growth environment.
• Collaborates with Marketing, Product, BD, and Pre-Sales to accelerate deal velocity.

Responsabilités

• New logo acquisition through strategic prospecting and outbound outreach.
• Identify upsell/cross-sell opportunities within accounts.
• Generate and maintain a healthy sales pipeline.
• Maintain Salesforce hygiene for data-driven decisions and forecasts.
• Prepare tailored proposals and SaaS agreements aligned to customer goals.
• Meet or exceed sales targets and drive revenue growth.
• Serve as a consultative partner for long-term customer success and retention.
• Clearly communicate differentiators through compelling presentations.
• Accurately track opportunities and ensure cross-functional knowledge transfer.
• Conduct discovery, research, and demos to align OneStream offerings with client needs.
• Develop high-impact proposals in response to client requests.

Connaissances

B2B sales

Quota attainment

Prospecting

Pipeline generation

C-level engagement

Solution selling

Formation

University degree or college diploma in Sales/Business

Outils

Salesforce

Description du poste

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

An Account Director is responsible for driving new business growth within a defined territory. The role is focused 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 Director 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.

The individual is responsible for engaging C-level stakeholders, navigating enterprise sales cycles, and building strong, trust-based relationships with prospective clients. Success in this role requires a self-starter with exceptional prospecting capabilities, a deep understanding of the financial and operational challenges facing modern enterprises, and a passion for winning new business. The Account Director 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 is new logo acquisition and revenue growth.

Primary Duties and Responsibilities

• New Business Development: Drives new logo acquisition through strategic prospecting, outbound outreach, marketing leads, and partner referrals.

• Account Expansion: Identifies upsell and cross-sell opportunities by understanding evolving customer needs and aligning them with OneStream’s solutions.

• Pipeline Generation: Builds and maintains a healthy pipeline through self-sourced efforts and collaboration with Customer Success, Business Development, Marketing, and Alliances.

• Salesforce Hygiene: Maintains clean, accurate, and up-to-date Salesforce records to support data-driven decision making, forecast accuracy, and cross-functional alignment.

• Sales Execution: Prepares and presents tailored business cases, proposals, and SaaS agreements that align customer objectives with OneStream’s value proposition.

• Quota Achievement: Balances new business and existing account growth to meet or exceed sales targets.

• Customer Partnership: Serves as a consultative partner, delivering insights and value that support long-term customer success and retention.

• Value Communication: Clearly articulates OneStream’s differentiators through compelling written, virtual, and in-person presentations.

• Opportunity Management: Accurately tracks and forecasts sales opportunities while ensuring timely knowledge transfer across internal teams and external stakeholders.

• Needs Assessment: Conducts discovery sessions, research, and demos to assess and align OneStream offerings with client challenges.

• Proposal Development: Creates high-impact proposals and responses to client requests, supporting revenue growth and strategic alignment.

• Sales Excellence: Acts as a role model across the sales organization by demonstrating professionalism, accountability, and collaborative selling behavior.

• Travel

  Travel Requirement: Travel may be required up to 50% or more to meet sales objectives and company events.

Required Education and Experience

• 5-10+ 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.

• Comfortable operating independently in fast-paced, high-growth environments.

• Experienced in collaborating with Marketing, Product, Business Development, and Pre-Sales to accelerate deal velocity.

Preferred Education and 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, and 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.

Travel

Travel Requirement: Travel may be required up to 50% or more to meet sales objectives and company events.

Benefits at OneStream

OneStream employees are passionate, hardworking individuals who go above and beyond to keep our customers happy and follow through on our mission statement. They consistently deliver the best and in turn, we make every effort to keep them cared for and happy. A sample of the benefits we provide are:

• Excellent Medical Plan

• Dental & Vision Insurance

• Life Insurance

• Short & Long Term Disability

• Vacation Time

• Paid Holidays

• Professional Development

• Retirement Plan