Account Executive

OneStream; Charlotte (NC); Remote; USD 125,000 - 131,000; Full time

Benefits offered by this job

Excellent Medical Plan

Dental & Vision Insurance

Life Insurance

Disability (Short & Long Term)

Vacation Time

Paid Holidays

Professional Development

Retirement Plan

Job summary

OneStream is seeking a dynamic sales professional to drive new logo acquisition, expand existing accounts, and build a robust sales pipeline. You will engage with senior stakeholders, present tailored business cases, and close complex SaaS deals that demonstrate OneStream’s value in modern finance.

Ideal candidates have 3–5+ years of B2B SaaS sales, a hunter mindset, and experience with MEDDPICC or Challenger methodologies. Travel up to 50% may be required.

Qualifications

• 3–5+ years of B2B sales experience with a strong focus on new business; high‑potential candidates considered for less experience.
• Proven track record of exceeding quotas through net‑new customer acquisition.
• Demonstrated success in prospecting, pipeline generation, and closing complex deals.

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 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.

Skills

B2B sales

New business development

Prospecting

Pipeline generation

MEDDPICC or Challenger

Executive relationships

Sales strategy

Education

University Degree or College Diploma in Sales / Business Administration / Marketing

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. Want a closer look before you apply? Explore our Careers site to learn more about our people, culture, and benefits.

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.

Required Education and 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.
• 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.

Supervisory Responsibilities

N/A

Travel

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

Benefits at OneStream

• Excellent Medical Plan
• Dental & Vision Insurance
• Life Insurance
• Short & Long Term Disability
• Vacation Time
• Paid Holidays
• Professional Development
• Retirement Plan

#LI-Remote #LI-MM1

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$125,000—$131,250 USD

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 .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.