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OneStream is seeking an Account Director - Federal to drive new business growth within a defined territory, with a strategic focus on identifying, developing, and closing net-new customer opportunities in the federal sector. The role emphasizes expanding OneStream's footprint into untapped markets and organizations.
The Account Director 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. You will engage C-level stakeholders, navigate enterprise sales cycles, and build strong, trust-based relationships with prospective clients. Success requires exceptional prospecting capabilities, a deep understanding of the financial and operational challenges facing modern enterprises, and a passion for winning new business.
Key responsibilities include:
- New Business Development: Drive new logo acquisition through strategic prospecting, outbound outreach, marketing leads, and partner referrals
- Account Expansion: Identify upsell and cross-sell opportunities by understanding evolving customer needs
- Pipeline Generation: Build and maintain a healthy pipeline through self-sourced efforts and cross-functional collaboration with Customer Success, Business Development, Marketing, and Alliances
- Salesforce Hygiene: Maintain clean, accurate, and up-to-date Salesforce records to support data-driven decision making and forecast accuracy
- Sales Execution: Prepare and present tailored business cases, proposals, and SaaS agreements aligned with customer objectives
- Quota Achievement: Balance new business and existing account growth to meet or exceed sales targets
- Customer Partnership: Serve as a consultative partner, delivering insights and value that support long-term customer success and retention
- Value Communication: Clearly articulate OneStream's differentiators through compelling written, virtual, and in-person presentations
The role requires collaboration across 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 is new logo acquisition and revenue growth. Travel may be required up to 50% or more to meet sales objectives and company events.
Requirements: The posting does not explicitly state years of experience, specific certifications, or educational requirements in the provided excerpt.
