Account Director - Federal

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.

Primary Duties and Responsibilities

• New Business Development: 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.

• Quota Achievement: 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.

• Value Communication: 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.

• Needs Assessment: Conducts discovery sessions, research, and demos to assess and align OneStream offerings with client challenges.

• Proposal Development: 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.

Required Education and Experience

• 5-10+ years of B2B sales experience, with a strong focus on new business; high-potential candidates with less experience will also be considered.

• 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.

Preferred Education and Experience

• 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.

Knowledge, Skills, and Abilities

• Demonstrates a strategic mindset with a focus on long-term value creation.

• Consistently driven by goals and measurable outcomes.

• Maintains a strong customer-centric approach across all initiatives.

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

• Proven ability to build and maintain trusted relationships with C-level executives and key stakeholders.

• 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.

Benefits at OneStream
OneStream employees are passionate, hardworking individuals who go above and beyond to keep our customers happy and follow through on our mission statement. They consistently deliver the best and in turn, we make every effort to keep them cared for and happy. A sample of the benefits we provide are:

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

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Gross annual base salary 151000 - 196000 USD