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Salary: USD 150,000 - 170,000 / annual
OneStream is seeking a Senior Account Director to drive new business growth within a defined territory. This role focuses on identifying, developing, and closing net-new customer opportunities, with strategic emphasis on expanding OneStream's footprint into untapped markets. The Senior Account Director 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
- Identify upsell and cross-sell opportunities by understanding evolving customer needs
- Build and maintain a healthy pipeline through self-sourced efforts and cross-functional collaboration
- Maintain clean, accurate Salesforce records to support data-driven decision making and forecast accuracy
- Prepare and present tailored business cases, proposals, and SaaS agreements
- Engage C-level stakeholders, navigate enterprise sales cycles, and build trust-based relationships with prospective clients
- Conduct discovery sessions, research, and demos to assess alignment with client challenges
- Contribute to key internal initiatives such as sales enablement and process improvement
- Mentor team members on sales best practices and support employee engagement initiatives
- Balance new business and existing account growth to meet or exceed sales targets
The role requires exceptional prospecting capabilities, deep understanding of financial and operational challenges facing modern enterprises, and a passion for winning new business. Success requires collaboration across Marketing, Pre-Sales, Business Development, and Strategic Alliances to maximize market reach and accelerate deal velocity.
Requirements:
- 10+ years of B2B sales experience with strong focus on new business (high-potential candidates with less experience will be considered)
- Demonstrated success in consultative software sales within banking or financial services sector, navigating complex and regulated environments
- 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
- Comfortable operating independently in fast-paced, high-growth environments
- Experienced in collaborating with Marketing, Product, Business Development, and Pre-Sales
Preferred:
- University degree or college diploma in Sales, Business Administration, Marketing, or related field
- Prior sales experience in SaaS industry, especially within CPM/EPM or financial software space
