Account Director

This is a fully remote position, open to applicants in Australia.

📋 Description

• Promote OneStream SaaS solutions within a designated territory.

• Cultivate and enhance existing customer relationships through subscription renewals, expansions, uplifts, and cross-selling.

• Execute strategic planning and account management throughout the assigned sales territory.

• Maintain and expand the current solution footprint while meeting or surpassing assigned quotas.

• Discover new sales opportunities within the existing customer base.

• Introduce additional products or services to enhance upsell and cross-sell opportunities.

• Oversee CRM knowledge transfer, sales pipeline management, and proposal preparation.

• Build the pipeline through direct prospecting and collaboration with partners, including Customer Success, Business Development, Marketing, and Alliances.

• Offer proactive, consultative guidance to clients.

• Comprehend customers’ market positions, products/services, differentiators, and competitive dynamics.

• Convey the OneStream value proposition through written, virtual, and face-to-face presentations.

• Create joint business cases in alignment with customer objectives and OneStream solutions.

• Formulate and implement business plans to meet sales goals.

• Accurately track and forecast sales opportunities.

• Ensure timely knowledge transfer among internal teams and external partners.

• Evaluate customer needs through research, discovery sessions, and solution demonstrations.

• Draft proposals and SaaS agreements.

• Identify opportunities for use-case expansion within client accounts.

• Prepare detailed proposals in response to inquiries from clients and prospects.

• Exemplify sales professionalism and potentially coach and mentor sales teams.

⛳️ Requirements

• A minimum of 5-10 years of experience as a sales manager, sales representative, or in a similar role specifically in B2B sales across Enterprise accounts.

• A proven history of achieving quotas and retention targets.

• Strong negotiation skills related to renewals, upselling, cross-selling, and solution add-ons.

• Highly proficient in Microsoft Office Suite and CRM systems.

• Experience working consultatively with C-level executives on complex SaaS solutions.

• Extensive background in customer service with a focus on assessing and evaluating customer needs and satisfaction.

• Exceptional oral and written comprehension, communication, and presentation skills.

• Experience in demonstrating, promoting, and selling products/services.

• Familiarity with marketing/sales strategies and tactics.

• Knowledge of administration, business, and management principles.

• Experience with Microsoft Office, Salesforce (SFDC), and other analytical or project management tools.

• Extensive experience in a team-oriented environment.

• A track record of surpassing revenue targets.

• A university degree or college diploma in Sales, Business Administration, Marketing, or a related field (preferred).

• Prior sales experience in the software industry, particularly in CPM/EPM.

• Experience with Salesforce (preferred).

• Working knowledge of Accounting, Finance, and Corporate Performance Management.

• Ability to establish rapport with C-level executives and customers.

• Highly organized and tech-savvy.

• Capability to understand and respond to customer needs.

• Willingness to travel.

• Flexible and adaptable.

• Goal-oriented.

• Must be legally authorized to work for any company in Australia without sponsorship.

🏝️ Benefits

• Additional variable compensation.

• Benefits may apply.

• Multiple training opportunities.

• Transparency regarding salary and benefits.

• A strong culture and camaraderie.

• A variety of project work (not industry-specific).