Remote: Account Executive (Sales)

OneStream; Alabama; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Excellent Medical Plan

Dental & Vision Insurance

Life Insurance

Short & Long Term Disability

Paid Holidays

Retirement Plan

#LI-Remote

Job summary

OneStream seeks an Account Executive to drive new logo acquisition and revenue growth across defined territories. You will identify opportunities, manage a robust pipeline, and close net-new business for our SaaS platform addressing complex finance needs.

You will engage C-level stakeholders, navigate multi-threaded enterprise cycles, and collaborate with Marketing, Pre-Sales, BD, and Strategic Alliances to accelerate deal velocity. Travel up to 50% may be required.

Qualifications

• 3–5+ years of B2B sales experience with a focus on new business.
• Proven prospecting, pipeline generation, and closing complex deals.
• Articulate solution value to senior stakeholders; navigate multi-threaded cycles.
• Knowledge of MEDDPICC or Challenger sales methodologies.
• Collaborate with Marketing, Product, BD, and Pre-Sales to accelerate velocity.
• SaaS experience, preferably CPM/EPM or financial software.

Responsibilities

• Account Expansion: identify upsell/cross-sell opportunities.
• Pipeline Generation: build and maintain a healthy pipeline.
• Salesforce Hygiene: keep Salesforce data clean and up-to-date.
• Sales Execution: prepare and present tailored SaaS proposals and agreements.
• Balance new business with existing account growth to hit targets.
• Customer Partnership: act as a consultative partner for long-term success.
• Articulate differentiators through written, virtual, and in-person presentations.
• Opportunity Management: track forecasts and share knowledge with teams.
• Create high-impact proposals and responses to client requests.

Skills

Prospecting

Pipeline generation

Closing deals

Stakeholder communication

Sales methodologies MEDDPICC/ChallENG

Cross-functional collaboration

Education

University Degree or College Diploma in Sales/Business/Marketing

Tools

Salesforce

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. Behind every innovation, customer success, and milestone are talented people working together to make a difference. Explore our Careers site to learn more about our people, culture, and benefits.

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.

Drives new logo acquisition through strategic prospecting, outbound outreach, marketing leads, and partner referrals.

Account Responsibilities

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

3–5+ years of B2B sales experience, with a strong focus on new business; Proven track record of consistently exceeding quotas through net-new customer acquisition.

• Demonstrated success in prospecting, pipeline generation, and closing complex deals.
• 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.
• Experienced in collaborating with Marketing, Product, Business Development, and Pre-Sales to accelerate deal velocity.

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.

Maintains a strong customer-centric approach across all initiatives.

• Possesses strong commercial acumen and sound business acumen to drive sustainable growth.
• 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

• Excellent Medical Plan
• Dental & Vision Insurance
• Life Insurance
• Short & Long Term Disability
• Paid Holidays
• Retirement Plan
• #LI-Remote

OneStream employees are passionate, hardworking individuals who go above and beyond to keep our customers happy and follow through on our mission statement.

#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.

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