Account Executive - Commercial East; Customer

Account Executive - Commercial East (Customer Base)

Location:
Remote, USA - New York, Connecticut, New Jersey

Employment Type:
Full-Time

Compensation Range: $ - $ (range applies to US candidates only)+ Benefits/Variable Comp/Equity - Range may vary based on experience.

Benefits Offered:
Vision, Medical, Life, Dental, 401K

Summary

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

The Account Executive will take 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. You will be 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.

This role will collaborate cross-functionally with Marketing, Pre-Sales, Business Development, and Strategic Alliances to maximize market reach and accelerate deal velocity. The primary focus of this role is to drive revenue growth by expanding the footprint within existing Commercial customer accounts.

The ideal candidate location is based in New York, Connecticut, or New Jersey. Please note, travel may be required up to 50% or more to meet sales objectives and company events.

Primary Duties and Responsibilities

• New Business Development:
  Expand One Stream's footprint within existing customers through strategic prospecting, outbound outreach, marketing leads, and partner referrals.
• Account Expansion:
  Identify upsell and cross-sell opportunities by understanding evolving customer needs and aligning them with One Stream's solutions.
• Pipeline Generation:
  Build and maintain a healthy pipeline through self-sourced efforts and collaboration with Customer Success, Business Development, Marketing, and Alliances.
• Salesforce Hygiene: Maintain clean, accurate, and up-to-date Salesforce records to support data-driven decision making, forecast accuracy, and cross-functional alignment.
• Sales Execution:
  Prepare and present tailored business cases, proposals, and SaaS agreements that align customer objectives with One Stream's value proposition.
• Quota Achievement:
  Balance new business and existing account growth to meet or exceed sales targets.
• Customer Partnership:
  Serve as a consultative partner, delivering insights and value that support long-term customer success and retention.
• Value Communication:
  Clearly articulate One Stream's differentiators through compelling written, virtual, and in-person presentations.
• Opportunity Management:
  Accurately track and forecast sales opportunities while ensuring timely knowledge transfer across internal teams and external stakeholders.
• Needs Assessment:
  Conduct discovery sessions, research, and demos to assess and align One Stream offerings with client challenges.
• Proposal Development:
  Create high-impact proposals and responses to client requests, supporting revenue growth and strategic alignment.

Required Education and Experience

• 3-5+ years of B2B sales experience, with a demonstrated ability to drive new business and expand revenue within existing customer accounts; 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…