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OneStream is seeking an experienced Account Director to manage and grow customer relationships across Australia and New Zealand. You will be responsible for the sale and expansion of OneStream's SaaS solutions within a designated territory, focusing on subscription renewals, upsells, and cross-selling of additional solutions.
Key responsibilities include:
- Proactively identify new sales opportunities within the existing customer base by understanding their evolving needs and challenges
- Introduce additional products and services that meet customer needs, driving upsell and cross-sell revenue
- Manage CRM knowledge transfer, sales pipeline management, and proposal preparation
- Develop self-sourced pipeline through direct prospecting and collaboration with Customer Success, Business Development, Marketing, and Alliances teams
- Serve as a strategic business partner to customers, providing consultative guidance aligned with their business objectives
- Articulate the OneStream value proposition through written, virtual, and in-person presentations using custom business cases and customer success stories
- Prepare joint business cases that align customer objectives with OneStream solutions
- Develop and execute business plans to achieve assigned sales targets and quotas
- Accurately track and forecast sales opportunities
- Assess prospect and customer needs through research, discovery sessions, and solution demonstrations
- Prepare proposals and SaaS agreements to drive sales
- Identify opportunities for OneStream use case expansion within customer accounts
- Role model sales professionalism and mentor across sales teams
OneStream is the operating system for modern Finance, empowering finance organizations and professionals to exceed their potential. The company values bold thinking, authentic leadership, curiosity, and commitment to delivering results.
REQUIREMENTS:
- Minimum 5-10 years' experience as a sales manager, sales representative, or related role in B2B selling across Enterprise accounts
- Proven track record in hitting quota and retention targets
- Strong negotiation skills related to renewals, upsells, cross-selling, and solution add-ons
- Highly proficient in MS Office Suite and CRM systems (Salesforce preferred)
- Experience working in a consultative capacity with C-level customers on complex SaaS solutions
- Extensive customer service experience in assessing customer needs and satisfaction
- Exceptional oral and written communication and presentation skills
- Experience demonstrating, promoting, and selling products/services
- Knowledge of marketing/sales strategy and tactics
- Knowledge of administration, business, and management principles
- Extensive experience working in team environments
- Track record of exceeding revenue goals
- Organized, detail-oriented with ability to prioritize and respond quickly
- Willingness to travel
PREFERRED:
- University degree or college diploma in Sales, Business Administration, Marketing, or related field
- Prior sales experience in the software industry, especially CPM/EPM
- Working knowledge of Accounting, Finance, and Corporate Performance Management
KEY SKILLS & ABILITIES:
- Professional demeanor
- Strategic thinking
- Ability to build rapport with C-level executives
- Highly organized
- Tech-savvy
- Flexible and adaptable
- Goal-driven
- Ability to understand and react to customer needs
