Director, Sales - Federal

OneStream; United States; Remote; USD 167,000 - 204,000; Full time

Benefits offered by this job

Medical Plan

Dental Insurance

Vision Insurance

Life Insurance

Disability Insurance

Vacation

Paid Holidays

Professional Development

Retirement Plan

Job summary

OneStream is seeking a Director of Sales (Federal) to lead North America federal sales efforts, guiding a regional team to exceed revenue goals and develop high-value client relationships. You will craft strategies, manage forecasts, and drive cross-functional collaboration to deliver client success and market leadership.

The role demands deep knowledge of federal procurement, cloud/hybrid solutions, and a proven ability to hire, mentor, and motivate senior account teams.

Qualifications

• 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 Federal accounts preferred.
• Experience with Federal accounts and consultative selling to C-level customers.
• Experience with cloud-based, on-premises, or hybrid solutions and strong communication skills.
• Proven track record of meeting or exceeding revenue goals.

Responsibilities

• Set plan for the account territory and forecast sales.
• Hire and develop Account Managers; mentor on forecasting and OneStream standards.
• Develop business plans to achieve vision and sales targets.
• Forecast and track sales; analyze pricing and terms.
• Develop long-term client relationships and enterprise accounts.

Skills

Sales management

Quota carrying sales

Enterprise SaaS

C-level consultative selling

Forecasting

Customer relationship

Education

Bachelor’s degree in Business/Marketing or equivalent

Tools

MS Office

CRM software

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.

Director, Sales (Federal)

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 Federal 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.

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 Federal accounts preferred.
• Experience focused on Federal 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 workexperience.

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, Federal department in North America.

Travel

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

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

Gross annual base salary

$185,000—$185,000 USD

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

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.