Account Director - Illinois

OneStream · Remote, United States

At OneStream, were on a mission to empower every Finance organization and professional to exceed their potential. Our global teams span continents, cultures, and time zones, united by a shared purpose as we build the operating system for modern Finance and help organizations move with greater speed, clarity, and confidence.

Behind every innovation, customer success, and milestone are talented people working together to make a difference. Explore our Careers site to learn more about our people, culture, and benefits.

Summary

An 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 Account Director takes 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.

The individual is 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 Account Director collaborates 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.

Drives new logo acquisition through strategic prospecting, outbound outreach, marketing leads, and partner referrals.

~ Account Expansion:

Identifies upsell and cross-sell opportunities by understanding evolving customer needs and aligning them with OneStream’s solutions.

~ Pipeline Generation:

Builds and maintains a healthy pipeline through self-sourced efforts and collaboration with Customer Success, Business Development, Marketing, and Alliances.

~ Salesforce Hygiene:

Maintains clean, accurate, and up-to-date Salesforce records to support data-driven decision making, forecast accuracy, and cross-functional alignment.

~ Sales Execution:

Prepares and presents tailored business cases, proposals, and SaaS agreements that align customer objectives with OneStream’s value proposition.

~ Balances new business and existing account growth to meet or exceed sales targets.

~ Customer Partnership:

Serves as a consultative partner, delivering insights and value that support long-term customer success and retention.

~ Clearly articulates OneStream’s differentiators through compelling written, virtual, and in-person presentations.

~ Opportunity Management:

Accurately tracks and forecasts sales opportunities while ensuring timely knowledge transfer across internal teams and external stakeholders.

~ Creates high-impact proposals and responses to client requests, supporting revenue growth and strategic alignment.

~ Sales Excellence:

Acts as a role model across the sales organization by demonstrating professionalism, accountability, and collaborative selling behavior.

5-10+ years of B2B sales experience, with a strong focus on new business; Proven track record of consistently exceeding quotas through net-new customer acquisition.

~ Demonstrated success in prospecting, pipeline generation, and closing complex deals.

~ 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.

~ Experienced in collaborating with Marketing, Product, Business Development, and Pre-Sales to accelerate deal velocity.

University Degree or College Diploma in Sales, Business Administration, Marketing, or a related field.

~ Prior sales experience in the SaaS industry, especially within the CPM / EPM industry or financial software space.

Maintains a strong customer-centric approach across all initiatives.

~ Possesses strong commercial acumen and sound business acumen to drive sustainable growth.

~ Adept at identifying, understanding, and proactively responding to evolving customer needs.

~ Highly flexible and adaptable, with the ability to navigate complex and changing environments.

Travel
Travel Requirement: Travel may be required up to 50% or more to meet sales objectives and company events.

OneStream employees are passionate, hardworking individuals who go above and beyond to keep our customers happy and follow through on our mission statement. Excellent Medical Plan
Dental & Vision Insurance
Life Insurance
Short & Long Term Disability
Paid Holidays
Retirement Plan

LI-Remote

OneStream Software is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, veteran status, or any other characteristic protected by applicable local laws, regulations, and ordinances.

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