Account Executive

At One Stream, we're 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.

That mission comes to life through our people. Behind every innovation, customer success, and milestone are talented people working together to make a difference. That's why we're looking for people who are bold enough to think big, authentic in how they lead and collaborate, curious about what's possible, and committed to delivering results.

An Account Executive is responsible for driving new business growth within a defined territory. The role focuses on identifying, developing, and closing net-new customer opportunities, with a strategic emphasis on expanding One Stream's footprint into untapped markets and organizations.

The Account Executive takes full ownership of pipeline generation and progression, leveraging a consultative, value-based sales approach to demonstrate how One Stream's SaaS platform addresses complex business needs.

This individual is responsible for engaging C-level stakeholders, navigating enterprise sales cycles, and building strong, trust-based relationships with prospective clients. Success in the 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 Executive 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 remains new logo acquisition and revenue growth.

• 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 One Stream'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 One Stream'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 One Stream'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 One Stream offerings with client challenges.
• Proposal Development:
  Creates high-impact proposals and responses to client requests, supporting revenue growth and strategic alignment.

• 3-5+ 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…