Account Director

The Account Director is responsible for selling OneStream SaaS solutions within Germany, managing and growing existing customer relationships, and meeting sales quotas. The role requires strategic account management, proactive sales efforts, and strong SaaS sales experience.

Location: Remote, Germany

Responsibilities

• Opportunity Identification: Proactively identify new sales opportunities within the existing customer base by understanding their evolving needs and challenges and OneStream’s value proposition.
• Upselling and Cross-Selling: Introduce additional products or services that meet the evolving needs of our customers, driving upsell and cross-sell opportunities.
• Internal Reporting: CRM knowledge transfer, sales pipeline management, and proposal preparation.
• Self-Sourced Pipeline: Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances.
• Be Business Partner to your Customers: Provide proactive and consultative guidance that will add value to their business objectives, ensuring high retention and net revenue growth for OneStream. This is executed by developing a thorough understanding of your customers' position in the market, their product/service, points of difference and competitive landscape.
• Position OneStream: Articulately and effectively convey the OneStream value proposition via written, virtual and in-person presentations, by leveraging custom business cases, marketing assets and customer success stories.
• Enable your Customer Champions: Prepare joint business cases that align prospects and customers’ business objectives with OneStream’s solutions and value proposition and leverage them in sales cycles to establish and build alignment to support revenue generation. Achieve sales targets.
• Develop and execute business plans to achieve sales targets.
• Accurately track and forecast sales opportunities.
• Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances.
• Ensure timely and accurate knowledge transfer across internal teams, such as Business Development, Pre-Sales, Alliances, and Customer Success, as well as to external collaborators such as Customers, Prospects, and Alliance Partners.
• Assess prospects and customers’ needs for OneStream offerings via research, discovery sessions and solution demonstrations.
• Prepare joint business cases that align prospects and customers’ business objectives with OneStream’s solutions and value proposition and leverage them in sales cycles to establish and build alignment to support revenue generation.
• Prepare proposals and SaaS agreements to prospects and customers to drive sales.
• Identify opportunities for OneStream use case expansion within customer accounts to drive additional revenue.
• Develop comprehensive proposals in response to client and prospect requests.
• Actively role model sales professionalism, may engage as a coach and mentor across the Sales teams.

Requirements

• Minimum 5-10 years’ experience as a sales manager, sales representative or a related occupation specifically in B2B selling across the Enterprise accounts.
• Proven track record in hitting quota and retention targets.
• Organized, detail-oriented with the ability to prioritize and respond quickly.
• Negotiation skills as it relates to renewals, upsell, cross-selling and additional solution add-ons.
• Highly proficient in MS Office Suite, and CRM systems.
• Experience working in a consultative capacity with C-level customers on complex SaaS solutions.
• Extensive customer service experience in assessing and evaluating customer needs and satisfaction and meeting specified standards with respect to products and services.
• Exceptional oral and written comprehension, communication and presentation skills.
• Experience demonstrating, promoting, and selling products/services.
• Knowledge and experience with marketing/sales strategy and tactics.
• Knowledge of administration, business, and management principles.
• Extensive experience working in a team environment.
• Track record of exceeding revenue goals.
• Fluent in German and English a must.

Benefits

• Transparency around corporate structure, salary, and benefits.
• Core value of customer success.
• Variety of project work (not industry specific).
• Strong culture and camaraderie.
• Multiple training opportunities.

Additional Information

• All candidates must be legally authorized to work for any company in the country where this position is located without sponsorship.
• OneStream Software is an Equal Opportunity Employer.