Account Director – Federal

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

📋 Description

• Drive acquisition of new logos through strategic prospecting, outbound outreach, marketing leads, and partner referrals.

• Identify upsell and cross-sell opportunities by understanding changing customer needs and aligning them with OneStream’s offerings.

• Develop and uphold a robust sales pipeline through self-generated efforts and cross-departmental collaboration.

• Keep Salesforce records clean, accurate, and up-to-date.

• Prepare and deliver customized business cases, proposals, and SaaS agreements.

• Balance the growth of new business and existing accounts to meet or surpass sales targets.

• Act as a consultative partner to support long-term customer success and retention.

• Clearly communicate OneStream’s unique differentiators via written, virtual, and in-person presentations.

• Monitor and forecast sales opportunities while ensuring timely transfer of knowledge.

• Conduct discovery sessions, research, and demonstrations to evaluate client challenges.

• Create impactful proposals and responses to client inquiries.

• Collaborate with Marketing, Pre-Sales, Business Development, and Strategic Alliances to enhance deal velocity.

• Engage with C-level stakeholders and navigate enterprise sales cycles.

⛳️ Requirements

• 5-10+ years of B2B sales experience, primarily focused on new business; high-potential candidates with less experience may also be considered.

• Proven history of consistently exceeding quotas through acquiring net-new customers.

• Demonstrated success in prospecting, generating pipelines, and closing complex sales deals.

• Hunter mindset with the ability to drive outbound initiatives and convert leads from various channels.

• Proficient at conveying solution value to senior stakeholders and managing multi-threaded sales cycles.

• Strong understanding of sales methodologies such as MEDDPICC or Challenger.

• Strategic thinker with business acumen to connect solutions with customer pain points and objectives.

• Comfortable working independently in fast-paced, high-growth environments.

• Experience working collaboratively with Marketing, Product, Business Development, and Pre-Sales teams.

• Previous sales experience in the SaaS sector, particularly within the CPM/EPM industry or financial software domain.

• Familiarity with Salesforce.

• Ability to establish and maintain trusted relationships with C-level executives and key stakeholders.

• Must be legally authorized to work for any company in the United States without sponsorship.

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

🏝️ Benefits

• Vision insurance.

• Medical insurance.

• Life insurance.

• Dental insurance.

• 401(k).

• Short- and long-term disability insurance.

• Vacation time.

• Paid holidays.

• Professional development opportunities.

• Retirement plan.

• Multiple training opportunities.

• Travel may be required up to 50% or more to achieve sales objectives and attend company events.