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Role Description

A Senior Account Director is responsible for driving new business growth within a defined territory. The role is focused on identifying, developing, and closing net-new customer opportunities, with a strategic emphasis on expanding OneStream’s footprint into untapped markets and organizations.

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. This role will be responsible for engaging C-level stakeholders, navigating enterprise sales cycles, and building strong, trust-based relationships with prospective clients.

Success in this role requires a self-starter with exceptional prospecting capabilities, a deep understanding of the financial and operational challenges facing modern enterprises, and a passion for winning new business.

The Senior Account Director will collaborate cross-functionally with 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 of this role is new logo acquisition and revenue growth.

The ideal candidate location is based in the New England or New York. Please note, travel may be required up to 50% or more to meet sales objectives and company events.

Qualifications

• 10+ years of B2B sales experience, with a strong focus on new business; high-potential candidates with less experience will also be considered.
• Demonstrated success in consultative software sales focused within banking or financial services sector, navigating complex and regulated environments, engaging senior-level stakeholders, and aligning solutions to banking operational, regulatory, and financial priorities.
• 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 to manage complex sales cycles.
• 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 to accelerate deal velocity.

Requirements

• 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 and aligning them with OneStream’s solutions.
• Build and maintain a healthy pipeline through self-sourced efforts and collaboration with Customer Success, Business Development, Marketing, and Alliances.
• Maintain clean, accurate, and up-to-date Salesforce records to support data-driven decision making, forecast accuracy, and cross-functional alignment.
• Prepare and present tailored business cases, proposals, and SaaS agreements that align customer objectives with OneStream’s value proposition.
• Balance new business and existing account growth to meet or exceed sales targets.
• Serve as a consultative partner, delivering insights and value that support long-term customer success and retention.
• Clearly articulate OneStream’s differentiators through compelling written, virtual, and in-person presentations.
• Accurately track and forecast sales opportunities while ensuring timely knowledge transfer across internal teams and external stakeholders.
• Conduct discovery sessions, research, and demos to assess and align OneStream offerings with client challenges.
• Create high-impact proposals and responses to client requests, supporting revenue growth, and strategic alignment.
• Contribute to key internal initiatives (e.g. sales enablement, process improvement) and may deputize for the Sales Director as needed.
• Lead by example through professional and collaborative selling, mentor team members on sales best practices, and support employee engagement initiatives.

Benefits

• Vision, Medical, Life, Dental, 401K
• Excellent Medical Plan
• Dental & Vision Insurance
• Life Insurance
• Short & Long-Term Disability
• Vacation Time
• Paid Holidays
• Professional Development
• Retirement Plan

Company Description

OneStream is how today’s Finance teams can go beyond just reporting on the past and Take Finance Further™ by steering the business to the future. It’s the only enterprise finance platform that unifies financial and operational data, embeds AI for better decisions and productivity, and empowers the CFO to become a critical driver of business strategy and execution.

Our vision is to be the operating system for modern finance, digitizing core financial functions and empowering the CFO to become a critical driver of business strategy.