Director, Sales - Federal

OneStream Software; Rochester (MI); On-site; USD 157,000 - 213,000; Full time

Benefits offered by this job

Vision

Medical

Life Insurance

Dental

401K

Job summary

OneStream Software seeks a Director of Sales (Federal) to drive North America state and local sales from a remote USA base. Lead a regional team, develop accounts, forecast accurately, and craft strategic proposals for complex cloud-based or hybrid offerings.

The role requires 3+ years selling to C-level execs, strong quota attainment, and travel up to 50%. This position offers a competitive base salary plus variable compensation.

Qualifications

• Minimum 1+ year in sales management with hiring and coaching responsibilities.
• 3+ years quota-carrying sales in enterprise or SaaS, preferably state & local.
• Experience selling to C-level customers on cloud, on-premises, or hybrid solutions.

Responsibilities

• Set territory plans and revenue targets for North America (State & Local).
• Hire, coach and develop Account Managers.
• Forecast accurately and guide the team to meet sales goals.
• Develop strategic plans and proposals in response to RFQ/RFPs.
• Maintain extensive customer relationships to drive market leadership.

Skills

Sales management

Quota carrying

Enterprise SaaS

State & Local accounts

Forecasting

Education

Bachelor’s degree

Four-year college degree in Business/Marketing or related field

Tools

MS Office

CRM software

Job description

Director, Sales (Federal)

Location: Remote, USA

Employment Type: Full-Time

Benefits Offered: Vision, Medical, Life, Dental, 401K

Gross Annual Base Salary: USD 185,000

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

Summary

The Director of Sales is responsible for coordinating and developing all activities related to the sale of the organization's products and services within North America for State and Local and achieving sales and profitability goals in that region. The Sales Director provides direction and leadership to the regional sales team. This includes building, developing and directing the team to ensure high customer satisfaction and the achievement of sales goals. The Director of Sales is also responsible for developing a comprehensive understanding of the current market in order to formulate sales strategies and set sales targets.

The ideal candidate location is based in central or east time zones.

Primary Duties and Responsibilities

• Set the plan for the account territory.
• Hire and develop Account Managers.
• Mentor team on importance of accurate and timely forecasting leveraging published OneStream standards.
• Timely and accurate team forecasts.
• Develop and adhere to business plans to achieve the vision.
• Forecast and track sales of accounts.
• Conduct analyses to determine pricing and terms of related products and services within the current market, and customer needs and preferences.
• Leverage existing base of industry/partner contacts and clients as points-of-access to promote OneStream products and services.
• Mentor team on cultivating new Enterprise-level client accounts as well as maintain existing account relationships to achieve team sales targets.
• Mentor team to conduct research into potential new clients to develop effective sales strategies in preparation for initial engagement.
• Facilitate a high-profile presence in the marketplace through the development of long-term client relationships/partnerships.
• Guide team to develop comprehensive proposals in response to client RFQ/RFP's.
• Be a leader of OneStream product knowledge and industry knowledge/trends, always adhering to our goal of 100% customer success.

Required Education and Experience

• 1+ years of sales management experience, including hiring, coaching, and developing Account Executives.
• 3+ years of quota-carrying sales experience in enterprise or SaaS environments, with a portion focused on state & local accounts preferred.
• Experience focused on State & Local accounts.
• Experience working in a consultative capacity with C-level customers on complex cloud-based, on premises, or hybrid 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.

Preferred Education and Experience

• Experience leading a similar sales team is preferred.
• Knowledge and experience with marketing/sales strategy and tactics.
• Knowledge of administration, business, and management principles.
• Experience with MS Office, Customer Relationship Management software, and other analytical or project management tools.
• Extensive experience working in a team environment.
• Track record of exceeding revenue goals.
• Four-year college degree in fields such as (but not limited to) Business Administration, Marketing, or equivalent work experience.

Knowledge, Skills, and 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.

Supervisory Responsibilities

• This position is responsible for the direct supervision of the Sales, State & Local department in North America.

Travel

• Regular travel is upwards of 50% for this position.

Who We Are

OneStream is how today's Finance teams can go beyond just reporting on the past and Take Finance Further by steering the business to the future. It's the only enterprise finance platform that unifies financial and operational data, embeds AI for better decisions and productivity, and empowers the CFO to become a critical driver of business strategy and execution. Our vision is to be the AI operating system for modern finance, digitizing core financial functions and empowering the CFO to become a critical driver of business strategy. To learn more visit www.onestream.com.

Why Join The OneStream Team

• Transparency around corporate structure, salary, and benefits
• Core value of customer success
• Variety of project work (not industry specific)
• Strong culture and camaraderie
• Multiple training opportunities

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

All candidates must be legally authorized to work for any company in the country where this position is located without sponsorship.

OneStream is an Equal Opportunity Employer.

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Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

This employer is required to notify all applicants of their rights pursuant to federal employment laws.

For further information, please review the Know Your Rights notice from the Department of Labor.