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OneStream is seeking an Account Executive for its Sydney office to drive new business growth within a defined territory. The role focuses on identifying, developing, and closing net-new customer opportunities, with strategic emphasis on expanding OneStream's footprint into untapped markets. 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 in finance and operations.
Key responsibilities include:
- Driving new logo acquisition through strategic prospecting, outbound outreach, marketing leads, and partner referrals
- Building and maintaining a healthy pipeline through self-sourced efforts and cross-functional collaboration with Customer Success, Business Development, Marketing, and Alliances
- Engaging C-level stakeholders and navigating enterprise sales cycles with a focus on commercial and mid-market accounts
- Conducting discovery sessions, research, and demos to assess alignment between OneStream offerings and client challenges
- Creating high-impact proposals and responses to client requests
- Maintaining clean, accurate Salesforce records to support data-driven decision making and forecast accuracy
- Balancing new business and existing account growth to meet or exceed sales targets
- Serving as a consultative partner, delivering insights and value that support long-term customer success
The role requires a strong hunter mentality with proven ability to build pipelines from scratch through outbound prospecting and disciplined follow-up. Success demands a deep understanding of financial and operational challenges facing modern enterprises, and a passion for winning new business. This is a self-starter position in a fast-paced, high-growth environment with emphasis on face-to-face collaboration and regular office presence.
**Requirements:**
- 3–5+ years of B2B sales experience with strong focus on new business (high-potential candidates with less experience will be considered)
- Proven track record of consistently exceeding quotas through net-new customer acquisition
- Demonstrated success in prospecting, pipeline generation, and closing complex deals
- Hunter mindset with ability to drive outbound efforts and convert leads from multiple channels
- Skilled at articulating solution value to senior stakeholders and navigating multi-threaded sales cycles
- Strong command of sales methodologies such as MEDDPICC or Challenger
- Strategic thinker with business acumen to align solutions with customer pain points and goals
- Ability to manage multiple concurrent opportunities with speed, discipline, and strong execution across relatively short to mid-length sales cycles
- Strong team player who values collaboration and actively contributes to high-performance team culture
- Comfortable operating independently in fast-paced, high-growth environments
- Experienced in collaborating with Marketing, Product, Business Development, and Pre-Sales
- Values being regularly present in the office and recognizes importance of face-to-face collaboration
**Preferred:**
- University degree or college diploma in Sales, Business Administration, Marketing, or related field
- Prior sales experience in SaaS industry, especially within CPM/EPM industry or financial software space
