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OneStream is seeking an Account Executive based in Milan 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 and organizations. You will take 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.
Key responsibilities include:
- Drive new logo acquisition through strategic prospecting, outbound outreach, marketing leads, and partner referrals
- Build and maintain a healthy pipeline through self-sourced efforts and collaboration with Customer Success, Business Development, Marketing, and Alliances
- Engage C-level stakeholders and navigate enterprise sales cycles, building trust-based relationships with prospective clients
- Prepare and present tailored business cases, proposals, and SaaS agreements aligned with customer objectives
- Conduct discovery sessions, research, and demos to assess and align OneStream offerings with client challenges
- Maintain clean, accurate Salesforce records to support data-driven decision making and forecast accuracy
- Identify upsell and cross-sell opportunities by understanding evolving customer needs
- Balance new business and existing account growth to meet or exceed sales targets
- Collaborate cross-functionally with Marketing, Pre-Sales, Business Development, and Strategic Alliances to maximize market reach and accelerate deal velocity
This role focuses primarily on commercial and mid-market accounts, targeting organizations with significant finance transformation needs and strong executive sponsorship. Success requires a strong hunter mentality with proven ability to build pipelines from scratch through outbound prospecting and disciplined follow-up. You will operate independently in a fast-paced, high-growth environment while maintaining a strong team-player mindset.
OneStream's platform is a SaaS operating system for modern Finance, helping organizations move with greater speed, clarity, and confidence. The company values bold thinking, authentic collaboration, curiosity, and commitment to delivering results.
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 short to mid-length sales cycles
- Strong team player who values collaboration and 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
- Fluent in Italian and English (required)
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
