Account Executive- Public Sector

OneStream; United States; Presencial; USD 125.000 - 138.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Excellent Medical Plan

Life Insurance

Short & Long Term Disability

Vacation Time

Paid Holidays

Professional Development

Retirement Plan

Descripción de la vacante

OneStream is seeking an Account Executive to drive new business in a defined territory. You will own pipeline generation, develop strategic proposals, and close net-new opportunities using a consultative, value-based approach.

The role requires engaging C-level stakeholders and navigating complex, multi-threaded sales cycles to expand OneStream’s footprint. You will collaborate with Marketing, Pre-Sales, and Alliances to accelerate deal velocity, while maintaining a focus on revenue growth and

Formación

• 3-5+ years of B2B sales experience with a focus on new business.
• Proven track record of quota attainment with net-new customers.
• Skilled at prospecting, pipeline generation, and closing complex deals.
• Hunter mindset with outbound drive across multiple channels.
• Ability to articulate value to senior stakeholders in multi-threaded cycles.

Responsabilidades

• New logo acquisition through strategic prospecting and partner referrals.
• Identify upsell/cross-sell opportunities by aligning needs with solutions.
• Build and maintain a healthy pipeline via self-sourced and collaborative efforts.
• Maintain Salesforce hygiene to support data-driven decisions.
• Prepare and present tailored business cases and SaaS proposals.
• Balance new business with existing account growth to hit targets.
• Serve as a consultative partner delivering customer insights and value.
• Clearly articulate differentiators via written, virtual, and in-person pitches.
• Accurately track opportunities and ensure knowledge transfer across teams.
• Conduct discovery, research, and demos to align offerings with challenges.
• Develop high-impact proposals and responses to client requests.

Conocimientos

Hunter mindset

Outbound prospecting

Executive communication

Multi-threaded sales cycles

Cross-functional collaboration

MEDDPICC / Challenger

Independent worker

Educación

University degree or college diploma in Sales, Business Administration, Marketing, or related field

Herramientas

Salesforce

Descripción del empleo

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.

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 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 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.

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 and 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 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
• Life Insurance
• Short & Long Term Disability
• Vacation Time
• Paid Holidays
• Professional Development
• Retirement Plan

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 - $137,500 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.

OneStream may use the personal information you provide to process your application and contact you,in accordance withapplicable 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 phishingscam.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in OneStream’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.